Some Companies Set Up a Separate Division to Deal with Their

question 55

Multiple Choice

Some companies set up a separate division to deal with their strategic accounts.An advantage of this organizational arrangement is that:

• A)It does not duplicate other units in the firm.
• B)It is an inexpensive form of organizational structure.
• C)The seller normally uses the company's regular sales force.
• D)Sales and marketing executives do not have to spend their time selling to major accounts.
• E)The seller can integrate its manufacturing,marketing,and selling activities as they are related to the major accounts.

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Definitions:

Participative Leadership

A leadership style that involves employees in decision making, ensuring that their opinions are considered in the management process.

Transactional Leadership

A leadership style that focuses on supervision, organization, and performance; transactional leaders promote compliance through rewards and punishments.

Socialized Charismatic Power Orientation

A leadership style where the leader's influence is rooted in their ability to inspire and empower others, based on shared values and ethical principles.

Power Distance

A cultural dimension that reflects the extent to which less powerful members of organizations and institutions accept and expect that power is distributed unequally.