Which of the Following Is True of a Territorial Sales-Force

question 3

Multiple Choice

Which of the following is true of a territorial sales-force structure?

• A) It clearly defines each salesperson's job and establishes accountability.
• B) It benefits firms with many technological products requiring technically skilled salespeople.
• C) It is used by firms that organize their sales forces along customer or industry lines.
• D) It requires salespeople to sell a wide variety of products over a broad geographic area.
• E) It differentiates the sales force solely on the basis of product expertise.

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Definitions:

Intrinsically Motivated

Being internally driven to perform an activity, task, or pursue a goal for its own sake, rather than for some external reward or pressure.

Charismatic

Possessing an exceptional ability to attract, inspire, and influence people around them.

Task-Oriented

An approach or behavior focused primarily on completing given tasks or objectives, often highlighting efficiency and effectiveness.

Organizational Situations

Unique sets of conditions, circumstances, or contexts within which organizations operate, affecting decisions and actions.