Which of the Following Statements About Organizing the Sales Effort

question 62

Multiple Choice

Which of the following statements about organizing the sales effort is true?

• A) Organizing the activities and management of the sales force is a major part of strategic sales planning
• B) Sales managers need to be more reactive in restructuring sales organizations
• C) The starting point in organizing a sales force is the organizational culture
• D) Once a firm has a sales organizational structure in place, it should not change it
• E) All of the above

Recognize the importance of cohesion and group attractiveness in team dynamics.

Identify the advantages of cross-functional teams over traditional functional departments.

Analyze factors that enhance or diminish group attractiveness and cohesiveness.

Grasp the core elements of trust within an organization and how it can be fostered.

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Definitions:

Extinction Procedure

A process in behavioral psychology that involves the gradual diminishment of a conditioned response by ceasing to pair the conditioned stimulus with the unconditioned stimulus.

Classical Conditioning

A pairing process in learning where two stimuli are continuously linked; initially, the response is elicited by the second stimulus but over time, the first stimulus can elicit this response by itself.

Beeping Sound

A type of auditory signal or notification often used by devices to attract attention or indicate an alert.

Electric Shock

A sudden discharge of electricity through a part of the body causing injury or neurological disturbance.