The trends from transactions to relationships, individuals to teams, and management to leadership are producing a more centralized orientation in many sales organizations.
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Q87: Centralization refers to the degree to which
Q88: A decentralized organization structure is one where
Q89: Most organizations tend to have either a
Q90: There is no single greater influence over
Q91: The senior leadership team typically micromanages their
Q93: The smaller the span of control, the
Q94: Management levels refer to the number of
Q95: In a tall organization structure, there are
Q96: Tall structures are most appropriate for decentralized
Q97: As one moves down the organizational chart
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