The span of control should usually be smaller at higher levels in the sales organization because:
A) Of a need to control variable expenses
B) Top-level managers should have more time for analysis and decision making
C) The lower-level people who report to them need an authoritative work environment
D) Most sales organizations are decentralized
E) Field selling is viewed as a training ground for future sales or marketing managers

Question

Quizplus · Accepted Answer

As managers move up the organizational hierarchy, their responsibilities often become more complex, requiring a greater emphasis on analysis, decision making, and strategic planning. Having a smaller span of control at higher levels allows top-level managers to devote more time and attention to these activities. Additionally, higher-level managers may be overseeing larger regions or territories, which would necessitate a smaller span of control to ensure effective management and oversight.

The Span of Control Should Usually Be Smaller at Higher