Geographic Organization of the Sales Force

question 35

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:

Categories

Distinct groups or divisions within a variable in which data can be classified.

Probability

A measure of the likelihood that an event will occur, often expressed as a number between 0 and 1.

Research Hypotheses

Research hypotheses are statements made by researchers predicting a relationship between two or more variables in a study.

Testing

The process of evaluating the functionality, performance, and reliability of a software or system.