Which of the Following Is True About the Customer Sales

question 164

Multiple Choice

Which of the following is true about the customer sales force structure?

• A) The customer sales force structure is a combination of territorial sales force structure and product sales force structure.
• B) Each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that territory.
• C) Salespersons specialize in only a particular product line as the company produces numerous and complex products.
• D) Companies using customer sales force structure tend to ignore the importance of long-term relationship building with customers.
• E) Separate sales forces are set up for different industries, serving current customers versus finding new ones.

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Definitions:

External Environment

All outside factors and influences that impact an organization's decision-making process and overall success, including economic, legal, and technological changes.

Overpromotion Syndrome

The situation that occurs when an employee is promoted beyond their level of competence, often leading to stress and performance issues.

Employee Morale

A rephrased version of Morale Building that focuses on the confidence, enthusiasm, and satisfaction levels of individuals within an organization, significantly impacting productivity and retention.

Laurence J. Peter

A Canadian educator and "hierarchiologist" best known for formulating the Peter Principle, which posits that people in a hierarchy tend to rise to their level of incompetence.