Which of the Following Statements Regarding Sales Organization Effectiveness Is

question 87

Multiple Choice

Which of the following statements regarding sales organization effectiveness is true?

• A) Most firms conduct annual assessments of cost, profit contribution, net profit, or return on assets.
• B) Sales analyses are performed only at the lowest level of the sales organization, typically by territory.
• C) The one summary measure of sales organization effectiveness is a productivity analysis.
• D) Sales analyses can be conducted in several ways, including by total sales or by sales to specific customers.
• E) Most firms employ the same type of sales analysis, an analysis of sales of specific products.

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Definitions:

Common theme

A recurring idea or motif throughout a piece of literature, conversation, or discussion.

Coding systems

The methods used to categorize, encode, and summarize data for analysis in research.

Content analysis

A research technique for systematically analyzing text data for patterns or themes.

Systematic observation

A structured method of data collection where observers consistently apply the same rules and criteria to assess and record events.