Which of the following questions that must be answered as an organization determines its sales force organization?
A) Who should be responsible for selling to senior management within the organization?
B) Should the company employ its own sales force or use manufacturers' representatives?
C) What is the appropriate span of control for each production manager?
D) How should the accounting department be integrated into sales?
E) Should senior salespeople only sell to seniors?

Question

Quizplus · Accepted Answer

The question that must be answered as an organization determines its sales force organization is whether the company should employ its own sales force or use manufacturers' representatives. This is a crucial decision that will have significant implications on the effectiveness and efficiency of the sales force. Other questions, such as the appropriate span of control or how to integrate the accounting department into sales, may be important but are not directly related to the sales force organization. The question about who should be responsible for selling to senior management within the organization or whether senior salespeople should only sell to seniors are also not relevant to the sales force organization as a whole.

Which of the Following Questions That Must Be Answered as an Organization