In a tall sales management structure
A) there are more sales management levels and smaller spans of control.
B) there would be more district sales managers and less use of regional sales managers.
C) there are few sales management levels with each sales manager having a relatively large span of control.
D) there is a tendency for the organization to have a decentralization orientation.
E) the span of control tends to increase at higher sales management levels.

Question

Quizplus · Accepted Answer

In a tall sales management structure, there are more sales management levels and smaller spans of control. This means that there are more layers of management between the sales reps and the top executives, and each sales manager is responsible for a smaller number of sales reps. This type of structure allows for more specialized roles and closer supervision, but can also result in slower decision-making and a more rigid hierarchy.

In a Tall Sales Management Structure