Chapter 4 Distribution.docx - Chapter 4 Distribution Group 1 – pg 77 – 84(end at footnote 5 Q1 Define the concepts of specialization centralization

Chapter 4 Distribution.docx - Chapter 4 Distribution Group...

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Chapter 4 Distribution Group 1 – pg. 77 – 84 (end at footnote 5) - Q1: Define the concepts of specialization, centralization, span of control versus management levels, and line versus staff positions. - Q2: Describe the ways salesforces might be specialized. Group 2 – pg 84 (start at Sales Organization Structure) – 90 (footnote 10) - Q3: Evaluate the advantages and disadvantages of sales organization structures. - Q4: Name the important considerations in organizing strategic account management programs. Group 3 – pg 90 (Comparing Sales Organization Structures) – 96 (stop before Salesforce Size) - Q5: Explain how to determine the appropriate sales or ga ni za tion structure for a given selling
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