Which of the Following Structures for Organizing the Sales Force

question 17

Multiple Choice

Which of the following structures for organizing the sales force can result in a duplication of sales efforts because more than one salesperson can call on the same customer?

• A)Product structure
• B)Geographical structure
• C)Customer structure
• D)Major account structure

---

Definitions:

Accounting Profit

The total revenue of a business minus its explicit costs, reflecting the financial gain as recorded in the financial statements.

Perfectly Competitive

A market structure characterized by a large number of small firms, a homogeneous product, perfect information, and free entry and exit.

Elastic

A term used to describe a good's demand sensitivity to changes in price; highly elastic means demand changes significantly with price changes.

Industry Output

The total production of goods and services produced by an industry within a specific period.