Final answer:
The false statement about sales force organization is that a major accounts sales force is used to sell to small retailers who are not covered by wholesalers in the channel.
Step-by-step explanation:
The false statement about sales force organization is D. A major accounts sales force is used to sell to small retailers who are not covered by wholesalers in the channel. This statement is false because a major accounts sales force is generally responsible for selling to large, key accounts, not small retailers.
A. Team selling involves different specialists to handle different parts of the selling job. This statement is true and it allows a sales team to combine their skills and expertise to meet the needs of the customer.
B. Inside salespeople are often used with small or hard-to-reach customers. This statement is true as inside salespeople are typically used to handle smaller accounts or customers who may be difficult to reach geographically or otherwise.
C. Carefully set sales territories can reduce the cost of sales calls. This statement is true as assigned territories allow salespeople to maximize their time and reduce travel costs.
E. The first step in deciding how many salespeople are needed is to estimate how much work can be done by one person in a given time period. This statement is true as workload analysis is typically done to determine the number of salespeople needed based on the amount of work that can be reasonably completed.