An Organisation Would Choose to Use a Territorial Salesforce Structure

question 33

Multiple Choice

An organisation would choose to use a territorial salesforce structure instead of another type of structure because the territorial salesforce structure:

• A) keeps travel expenses to a minimum.
• B) allows the salesforce to engage in transformational marketing.
• C) limits competition.
• D) allows the salesperson to specialise in product knowledge.
• E) provides opportunities for computerised selling.

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Definitions:

Adjusting Entry

A journal entry made at the end of an accounting period to allocate income and expenditures to the period in which they actually occurred.

Uncollectible Accounts

Uncollectible accounts are debts owed to a company that are considered uncollectable and are written off as a bad debt expense.

Allowance for Doubtful Accounts

A contra account that represents the estimated amount of accounts receivable which may not be collectible.

Adjusting Entry

An accounting record made to adjust revenues and expenses to match the accounting period they were incurred, ensuring compliance with the accrual basis of accounting.