Using a field salesforce to perform sales-generating activities and a telemarketing salesforce to perform account servicing activities is an example of
A) specialization by product.
B) specialization by geographic area.
C) specialization by function.
D) specialization by market.
E) specialization by strategic accounts.

Question

Quizplus · Accepted Answer

Specialization by function involves dividing the sales force based on the different sales activities that they will perform. In this case, the field salesforce is specialized to perform sales-generating activities, while the telemarketing salesforce is specialized to perform account servicing activities.

Using a Field Salesforce to Perform Sales-Generating Activities and a Telemarketing