When Designing a New Sales Organization or Revising an Existing

question 31

Multiple Choice

When designing a new sales organization or revising an existing one,a good generalization to follow is:

• A)Build your organization around your good people.
• B)Design the organization from the top down,starting with the president and working your way logically down to the sales department.
• C)Centralize the organization.
• D)The structure should reflect a market orientation,so focus attention first on the market's needs and the sales force.
• E)Build the organization around the informal structure,because that's the way the company really works.

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