D a complex structure that might include elements of

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D) a complex structure that might include elements of geographic, product, market, function, and strategic  account organizations.  6.  Which of the following is a disadvantage of a product sales organization structure?  B) Customer duplication  7.  Decisions regarding the allocation of selling effort, salesforce size, and design of territories are referred to as  C) salesforce deployment.  8.  Which of the following decisions can be regarded as the starting point in a comprehensive salesforce  deployment approach?  C) Deciding how much selling effort is needed to cover accounts and prospects adequately so that sales and  profit objectives will be achieved.  9.  Use of this analytical method requires that account opportunity and competitive position be measured for each  account:  E) portfolio model.  10.  Use of this analytical method requires that account opportunity and competitive position be measured for each  account:  E) portfolio model.  11.  The profit maximization point is when  B) the marginal costs of adding a salesperson are equal to the marginal profits generated by the salesperson.  12.  Because of the existence of salesforce turnover,  D) firms should determine the desired salesforce size and then adjust this figure to reflect expected turnover.  13.  The most often used approach for determining salesforce size is the  B) breakdown method.  14.  The most rigorous approach for calculating salesforce size is the  A) incremental method. 
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15.  The overall objective of territory design is to  B) achieve the best possible balance between equal opportunity and equal workload for each territory.  1.  Employees, such as salespeople, are a good source of job referrals because D) they have a good understanding of the type of person sought for a sales position.  2.  Internal sources of sales recruits include all of the following except B) use of a private employment agency.  3.  All of the following are true concerning drug testing as a condition for employment except C) only select applicants should be tested. 4.  The most significant managerial problem that can arise from improper recruiting and selection of salespeople is  A) total salesforce performance is suboptimal.  5.  A company that asks candidates to engage in group discussions, business game simulations, presentations,  and role play exercises, so that members of management may evaluate their performance capabilities is  probably using this method of selection: C) assessment center.  6.  Asking candidates to tell you about their strengths and weaknesses will provide information about their B) insight.  7. 
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