The Span of Control Should Usually Be Smaller at Higher

Multiple Choice

The span of control should usually be smaller at higher levels in the sales organization because:

A) Of a need to control variable expenses
B) Top-level managers should have more time for analysis and decision making
C) The lower-level people who report to them need an authoritative work environment
D) Most sales organizations are decentralized
E) Field selling is viewed as a training ground for future sales or marketing managers