When Individual Sales Personnel Are Assigned Specific Regions to Handle

question 36

Multiple Choice

When individual sales personnel are assigned specific regions to handle and represent all of a company's products,it is indicative that the company follows a:

• A)product structure to organize its sales force.
• B)geographical structure to organize its sales force.
• C)customer-specific sales management approach.
• D)major account management or team selling approach.

---

Definitions:

Variable Pay

A portion of employees’ pay that is based on a measure of performance.

Performance Measure

Metrics or standards used to evaluate the effectiveness, quality, or success of a task, process, or organization.

Performance Measure

A metric or standard used to evaluate the efficiency, effectiveness, or success of an individual's or organization's actions.

Productivity Restriction

Limitations or constraints that reduce the effectiveness or efficiency of work output.