Territorial Sales Force Structures Have Many Benefits

question 69

Multiple Choice

Territorial sales force structures have many benefits. Which is the least likely benefit?

• A)Travel expenses can be minimized.
• B)Each salesperson's job is clearly defined.
• C)Salespeople have the opportunity and incentive to build strong relationships with customers.
• D)Salespeople develop in-depth knowledge of a product line.
• E)Accountability is clearly defined for each salesperson.

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Definitions:

Conflict Management

The practice of identifying and dealing with conflicts in a constructive manner to minimize the negative impact on organizations or relationships.

Moss Kanter

Rosabeth Moss Kanter, a professor at Harvard Business School known for her work on change management and organizational behavior.

Powerlessness

A lack of power.

Top-down Communication

An organizational communication flow where information is passed from higher levels of the hierarchy to lower levels.