Line managers are directly involved in the sales-generation activities of the firm.
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Q93: The smaller the span of control, the
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Q96: Tall structures are most appropriate for decentralized
Q97: As one moves down the organizational chart
Q99: Staff sales management positions are part of
Q100: Staff sales management positions are less specialized
Q101: An emerging trend affecting the design of
Q102: There is a trend towards more decentralized
Q103: The sales organization structure may have to
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