One of the most important factors in determining the appropriate type of specialization is the complexity of products offered by the firm.
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Q101: An emerging trend affecting the design of
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
Q107: One of the most important factors in
Q108: Although the appropriate sales organization structure depends
Q109: The appropriate salesforce specialization depends upon the
Q110: If the firm has customers with similar
Q111: If the firm has customers with similar
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