What Is the Guiding Idea Behind the Way Companies Structure

question 48

Multiple Choice

What is the guiding idea behind the way companies structure their sales forces?

• A)The sales force should support the marketing department and its goals.
• B)Buyers will be more satisfied if they can purchase what,when,and the way they want to.
• C)A happy salesperson will sell more for the company,so maximizing sales staff satisfaction is key.
• D)Fewer channels cause fewer complications,so choosing the simplest organizational structure is best.
• E)Unless you guide them through the sales process,buyers will not buy,so direct contact with salespeople should be prioritized over other channels.

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Definitions:

Protective Factor

A characteristic or condition that decreases the likelihood of developing a disease or injury.

General Adaptation Syndrome (GAS)

A three-stage response pattern to stress described by Hans Selye, consisting of alarm, resistance, and exhaustion stages.

Arousal Stage

A phase in psychological and physiological response that involves increased alertness, energy, and readiness for action.

General Adaptation Syndrome

A model describing the body's short-term and long-term reactions to stress, consisting of three stages: alarm, resistance, and exhaustion.