Organizing the Sales Force Along Functional Lines

question 64

Multiple Choice

Organizing the sales force along functional lines:

• A) Allows salespeople with different talents and abilities to perform different selling tasks
• B) Is easy to implement
• C) Eliminates any rivalry that might exist in a company's sales force
• D) Makes it easy for the manager to coordinate all sales activities
• E) Is accurately described by all of the above

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Definitions:

Payback Period

The duration required to recover the initial investment in a project or asset, based on the cash inflows that the investment generates.

Time Value

The principle that money available at the present time is worth more than the same amount in the future due to its potential earning capacity.

Hurdle Rate

The minimum rate of return on an investment required by an investor or manager, used to assess its viability.

Cost Of Capital

The rate of return that a business must achieve to meet the expectations of its investors and creditors, representing the opportunity cost of investing capital in a specific business.