Geographic Organization of the Sales Force

Multiple Choice

Geographic organization of the sales force:

A) Permits beneficial division and specialization of labor
B) Is not used by large organizations like 3M and IBM
C) Allows the individual salesperson to develop familiarity with the technical attributes, applications and the best selling methods to use with each product
D) Requires fewer managerial levels for coordination of sales activities than other methods of organizing the sales force
E) Is a low-cost method of vertically organizing a sales force