A sales associate concentrates on a certain area. What is this practice called?

A sales associate concentrates on a certain area. What is this practice called?

• A. Networking
• B. Prospecting
• C. Marketing
• D. Farming

Answer: (D)

Farming is the practice of concentrating on a specific area to build long-term relationships and generate repeat business with clients in that area. By focusing on one geographic market, a sales associate becomes the trusted local resource, gains deep knowledge of the community, and stays top-of-mind through regular, personalized touch. This approach is about nurturing connections in a defined area rather than just seeking new leads or promoting products broadly. That focus on cultivating ongoing, local relationships is what makes farming the best description for concentrating on a particular area.

Farming is the practice of concentrating on a specific area to build long-term relationships and generate repeat business with clients in that area. By focusing on one geographic market, a sales associate becomes the trusted local resource, gains deep knowledge of the community, and stays top-of-mind through regular, personalized touch. This approach is about nurturing connections in a defined area rather than just seeking new leads or promoting products broadly. That focus on cultivating ongoing, local relationships is what makes farming the best description for concentrating on a particular area.