Which of the following is true of a territorial sales-force structure?
A) It clearly defines each salesperson's job and establishes accountability.
B) It benefits firms with many technological products requiring technically-skilled salespeople.
C) It is used by firms that organize their sales forces along customer or industry lines.
D) It requires salespeople to sell a wide variety of products over a broad geographic area.
E) It differentiates the sales force solely on the basis of product expertise.
Answer: A) It clearly defines each salesperson's job and establishes accountability.