Which of the following statements about organizing the sales effort is true?
A)Organizing the activities and management of the sales force is a major part of strategic sales planning
B)Sales managers need to be more reactive in restructuring sales organizations
C)The starting point in organizing a sales force is the organizational culture
D)Once a firm has a sales organizational structure in place,it should not change it
E)All of the above statements about organizing the sales effort are true

Question

Quizplus · Accepted Answer

Organizing the activities and management of the sales force is indeed a major part of strategic sales planning, as it helps in achieving the sales goals of the organization. Therefore, statement A is true.

B) Sales managers should be proactive rather than reactive in restructuring sales organizations, as it can help in aligning the sales efforts with the changing market and business environment. This statement is not true.

C) While organizational culture can play a role in determining the sales force structure, it cannot be the starting point for it. The starting point should be based on the specific sales objectives and goals of the organization, as well as the characteristics of its target market. Therefore, statement C is not true.

D) Sales organizational structures need to be periodically reviewed and changed to ensure that they continue to effectively support the sales strategy of the organization. Therefore, statement D is not true.

E) As explained above, only statement A is true. Therefore, statement E is not true.

Which of the Following Statements About Organizing the Sales Effort