16. The principle that suggests systematic delegation of authority at all levels of sales organization for taking sales decisions is called: a) Unity of command b) Centralization c) Span of control d) Decentralization 17. The company that measures the sales performance of sales person based on the criteria that include product knowledge, presentation quality, closing ability, services performed and the number of active accounts is known as: a) Both behavior based and outcome based method b) Outcome based method c) Behavior based method d) Neither behavior based nor outcome based method 18. Mr.Salim has been working as an assistant manager sales in Zakir Electronics Company since two years. The Company wants to launch a new product in the Sultanate of Oman. Hence, the company instructed Mr.Salim to attend a one week training program in Dubai. In the above situation, what type of training is offered by the company to Mr.Salim? a) Off the job training b) On the job training c) Neither off the job nor on the job training d) Both off the job and on the job training 19. The oldest sales organization structure is: a) Line and staff sales organization b) Line sales organization c) Product based sales organization d) Functional sales organization 20. Identify the disadvantage of geographically specialized sales organization from the following: a) Ensure better coverage of the market b) Travel time and selling costs can be substantially reduced c) Better control over the sales force and sales operation d) Lack of management control over product or customer Section B: Short Answer Type Questions (4Q 4M-16MARKS) (Suggested time 40 minutes) 51Page