1. Which of the following statements about organizing the sales effort is true? Organizing the activities and management of the sales force is a major part of strategic sales planning Sales managers need to be more reactive in restructuring sales organizations The starting point in organizing a sales force is the organizational culture Once a firm has a sales organizational structure in place, it should not change it All of the above . 2. What coordination and integration issue needs to be addressed by sales managers regardless of the sales force structure? to abon The activities of the sales force must be integrated with the needs and concerns of customers The firm's selling activities must be coordinated with those of other departments If the firm's selling tasks are divided among specialized units, all those tasks must be integrated All of the above None of the above (Taubong yu 3. Why do most sales and marketing managers believe company salespeople are more likely to produce a higher volume of total sales than agents? Company salespeople concentrate entirely on the firm's products They are better trained They tend to be more aggressive since their future depends on the company's success Customers prefer to deal directly with a supplierub . All of the above