Question: Does this organization still have a decentralized system if the sales representatives cannot set the price of the products?

"The reps were not responsible for pricing because they did not understand the business well enough to consider all the relevant factors and all of the dynamics affecting pricing.

The office supply market in Southern California was huge, estimated at $$1\mathrm{.}2$ billion per year, so plenty of opportunities existed for Office Solutions sales person$-$ nel. The sales people were free to develop new busi$-$ ness wherever they thought their potentials were highest; they were not assigned to sales territories. They could use Office Solutions$$ customer$-$relation$-$ ship$-$management $($CRM$)$ system and identify poten$-$ tial customers that were not already buying from Office Solutions. The salespeople lived all over South$-$ ern California, and they tended to call on customers near where they lived."