Which of the Following Statements About Decision Making Within the Sales

question 13

Multiple Choice

Which of the following statements about decision making within the sales organization is true?

• A) The significance of the decision has no effect on the level at which the decision will be made
• B) Firms that have many low-paid salespeople who perform relatively routine sales tasks usually place the decision-making authority in the hands of its top sales executives
• C) As a general rule of organization, the more important a decision is for the success of the firm, the higher the level of management that should make the decision
• D) As a rule, field-line sales managers are responsible for seeing that sales tasks are completed, but have no decision-making authority
• E) Firms that have professional salespeople who perform complex sales tasks typically place all decision-making authority in the hands of its salespeople

---

Definitions:

Implicit Costs

Also known as imputed or opportunity costs, they refer to the value of resources used in production that are not directly paid for or accounted for as expenses.

Team Production

A process in which a group of individuals with diverse skills and expertise work together towards a common production goal, enhancing efficiency and outcomes.

Contracting Out

involves a business hiring external organizations to perform specific tasks or services rather than using its internal resources.

Shirking

The act of avoiding or reducing work effort, especially in situations where it is difficult for employers to monitor or control employee behavior.