When there is a high level of environmental uncertainty and when adaptability is critical to achieving performance objectives, a ___________ sales organization structure is suggested.
A) decentralized
B) generalized
C) specialized
D) centralized
E) flat
Correct Answer:
Verified
Q15: With regards to designing the sales organization,
Q16: When selling effort is considered to be
Q17: When sales management wants to focus on
Q18: A specialized structure is best when all
Q19: Centralization is most appropriate when all 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
Q24: When the firm offers a complex range
Q25: When the firm offers a complex range
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