In a firm with geographic specialization, there is no attempt to specialize by product, market, or function.
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Q107: One of the most important factors in
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Q109: The appropriate salesforce specialization depends upon the
Q110: If the firm has customers with similar
Q111: If the firm has customers with similar
Q113: In product specialization, salespeople are assigned specific
Q114: In product specialization, salespeople are assigned to
Q115: With product specialization, there may be duplication
Q116: With market specialization, salespeople are assigned specific
Q117: The basic objective of market specialization is
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