The Span of Control Should Be Smaller and the Number

Multiple Choice

The span of control should be smaller and the number of levels of management should be larger when:

A) The salespeople in the company are well paid and professional
B) The salespeople in the company are new inexperienced recruits
C) The sales task is relatively simple
D) The profit impact for the performance of each individual salesperson is low
E) The sales job is defined as easy by the people hired to sell