A specialized structure is best when all of the following exist except
A) environmental uncertainty is low.
B) environmental uncertainty is high.
C) salespeople and sales managers must perform creative and nonroutine activities.
D) adaptability is critical to achieving performance objectives.
Correct Answer:
Verified
Q13: Which of the following statements regarding a
Q14: A staff sales management position is
A) less
Q15: With regards to designing the sales organization,
Q16: When selling effort is considered to be
Q17: When sales management wants to focus on
Q19: Centralization is most appropriate when all of
Q20: When there is a high level of
Q21: The appropriate type of salesforce specialization depends
Q22: When the firm has a simple product
Q23: When the firm has a simple product
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