When designing a new sales organization or revising an existing one,a good generalization to follow is:
A)Build your organization around your good people.
B)Design the organization from the top down,starting with the president and working your way logically down to the sales department.
C)Centralize the organization.
D)The structure should reflect a market orientation,so focus attention first on the market's needs and the sales force.
E)Build the organization around the informal structure,because that's the way the company really works.

Question

Quizplus · Accepted Answer

The structure should reflect a market orientation, meaning it should be designed to meet the needs of the market and sales force. This approach ensures that the sales organization is efficient, effective, and customer-focused, which ultimately leads to greater sales success. Building the organization around good people or the informal structure may be important considerations, but the primary focus should be on market orientation. Centralizing the organization may not always be the best option, as it depends on the specific industry and company goals. Designing the organization from top-down may not be as effective as a market-oriented approach.

When Designing a New Sales Organization or Revising an Existing