Decisions regarding the allocation of selling effort, salesforce size, and design of territories should be addressed
A) independently.
B) prior to determining the organizational structure.
C) as being completely unrelated decisions.
D) in an interrelated manner.
E) as different parts of the puzzle.

Question

Quizplus · Accepted Answer

These decisions are interrelated and should be addressed in a coordinated manner. The allocation of selling effort will determine the required size of the salesforce, and the design of territories will depend on the size of the salesforce and the market coverage required. Therefore, these decisions cannot be made in isolation from one another.

Decisions Regarding the Allocation of Selling Effort, Salesforce Size, and Design