Organization of the sales force by customer type:
A) Has the same disadvantages as those associated with organization by product
B) Allows the use of different selling approaches for different types of customers
C) Is a natural extension of the market concept
D) Should be used when a company wants to implement a market penetration strategy
E) Is accurately described by all of the above

Question

Quizplus · Accepted Answer

Organization of the sales force by customer type allows the use of different selling approaches for different types of customers, is a natural extension of the market concept, and should be used when a company wants to implement a market penetration strategy.

Organization of the Sales Force by Customer Type