Part 1. 18 True False Questions. Please clearly indicate by typing next to the Question Number whether the following statements are True (T) or False (F): 18 x2 = 36 points 1. In sales territory alignment, improving sales potential and workload balance typically improves sales force morale but leads to no sales gains. 2. It is common in practice for territories to be misaligned in terms of workloads. 3. The proportion of total pay that is salary in sales force compensation should increase with sales response uncertainty, i.e., higher uncertainty in sales process. 4. The willingness to pay is the minimum price that a customer will pay for a product. 5. The chance of a salesperson perceiving a role conflict increases as the number of stakeholders in her work decreases. 6. Reassigning 'sales coverage units' (SCUS) should be done as long as the sales gain from adding a SCU to one territory exceeds the sales loss removing it from another territory. 7. Unlike some pure sales commission plans with no salary component, a sales bonus upon achieving quota plan for a sales force is usually combined with some salary. 8. Following the balanced sales call workload approach to territory alignment discussed in class, one will usually obtain territories that are equal in travel time as well. 9. Following principal-agent theory, outside salespeople are likely to receive a higher proportion of their total pay as sales commissions, than inside salespeople. 10. Geographic territories are comprised of sales coverage units ('SCUs') such as zip codes or counties for which data on sales potentials and/or workloads are available