An emerging trend affecting the design of sales organizations is the move toward smaller spans of control for sales managers.
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Q96: Tall structures are most appropriate for decentralized
Q97: As one moves down the organizational chart
Q98: Line managers are directly involved in the
Q99: Staff sales management positions are part of
Q100: Staff sales management positions are less specialized
Q102: There is a trend towards more decentralized
Q103: The sales organization structure may have to
Q104: Sales management can focus on selling skill
Q105: Centralization is most appropriate when sales organization
Q106: One of the most important factors in
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