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

---

Definitions:

Interpersonal Perception

The process by which people observe, interpret, and make sense of the behaviors and characteristics of others in social interactions.

Active Perception

The process of seeking out, engaging with, and interpreting sensory information from the environment.

Passive Perception

is the ability to notice or deduce information within one's environment without actively seeking it out, often used in contexts like game mechanics or psychology to describe how individuals may observe details unconsciously.

Stereotypes

are oversimplified generalized beliefs about a group of people, which can lead to misjudgments and discriminatory behaviors.