Sales management can focus on selling skill rather than selling effort by employing a generalized salesforce.
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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
Q105: Centralization is most appropriate when sales organization
Q106: One of the most important factors in
Q107: One of the most important factors in
Q108: Although the appropriate sales organization structure depends
Q109: The appropriate salesforce specialization depends upon the
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