ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion. At one time, ABB had a salesforce that sold only generators, one that only sold boilers, another that only sold transformers, and so forth. Each of its salespeople was an expert on the items he or she sold. Its salesforce was organized by:

Question

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ABB's salesforce was organized by product, with each salesperson specializing in a specific type of industrial equipment (generators, boilers, transformers, etc.). This allowed them to become experts in their respective products and provide better guidance to customers.

ABB Is a Swiss-Based Manufacturer of Industrial Equipment with Annual