Which of the following statements about decision making within the sales organization is true?
A) The significance of the decision has no effect on the level at which the decision will be made
B) Firms that have many low-paid salespeople who perform relatively routine sales tasks usually place the decision-making authority in the hands of its top sales executives
C) As a general rule of organization, the more important a decision is for the success of the firm, the higher the level of management that should make the decision
D) As a rule, field-line sales managers are responsible for seeing that sales tasks are completed, but have no decision-making authority
E) Firms that have professional salespeople who perform complex sales tasks typically place all decision-making authority in the hands of its salespeople

Question

Quizplus · Accepted Answer

The statement that "As a general rule of organization, the more important a decision is for the success of the firm, the higher the level of management that should make the decision" is true. Important decisions that have a significant impact on the success of the firm should be made by high-level executives rather than lower-level salespeople. The significance of the decision should have an effect on the level of authority that makes the decision. This is particularly important for firms that have many low-paid salespeople who perform routine sales tasks. While these salespeople may have input into the decision-making process, the final decision should be made by higher-level executives.

Which of the Following Statements About Decision Making Within the Sales