1. The choice of organizational structure is influenced by factors such as: a) size of the company, b) nature of the products, c) nature and density of the market, d) ability of executives, and e) financial condition of the company. Explain how each of these conditions may affect the choice of structure
2. How should the recruiting criteria for IBM%u2019s client representative differ from their sales specialist?
3. Give examples of two situationally based questions that would be related to a candidate%u2019s ability to handle objections.