Geographic Organization of the Sales Force

question 40

Multiple Choice

Geographic organization of the sales force:

• A) Permits beneficial division and specialization of labor
• B) Is not used by large organizations like 3M and IBM
• C) Allows the individual salesperson to develop familiarity with the technical attributes, applications and the best selling methods to use with each product
• D) Requires fewer managerial levels for coordination of sales activities than other methods of organizing the sales force
• E) Is a low-cost method of vertically organizing a sales force

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Definitions:

Defective Product

A product that has a flaw or weakness that makes it unsafe or unsuitable for its intended use.

Fire Insurance Policy

A contract that provides financial compensation for losses or damage to property caused by fire.

Assignable

Refers to something capable of being transferred or made over to the legal ownership of another party.

Consent

Permission for something to happen or an agreement to do something.