Which of the following statements about organizing the sales effort is true?
A) Organizing the activities and management of the sales force is a major part of strategic sales planning
B) Sales managers need to be more reactive in restructuring sales organizations
C) The starting point in organizing a sales force is the organizational culture
D) Once a firm has a sales organizational structure in place, it should not change it
E) All of the above

Question

Quizplus · Accepted Answer

Organizing the activities and management of the sales force is a major part of strategic sales planning. Sales managers need to be proactive in restructuring sales organizations to ensure effectiveness and efficiency. The organizational culture is one factor to consider, but not necessarily the starting point. Sales organizational structures should be periodically evaluated and adjusted as necessary to meet changing business needs and objectives. Therefore, options B, C, and D are incorrect.

Which of the Following Statements About Organizing the Sales Effort