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All other factors being equal, a salesperson is likely to have a smaller territory if:
A. The rep sells directly to retailers instead of going through wholesalers.
B. The rep sells a specialty product, rather than a convenience good.
C. The firm uses selective, rather than intensive distribution.
D. The district is a newly-opened market, rather than being a well-developed territory.
E. None of these makes for smaller territories.

Sagot :

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