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 product line he or she sold. Its salesforce was organized by product. Then it adopted a customer organizational
structure. Why might ABB have adopted a customer organization?

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The Answer of 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 product line he or she sold. Its salesforce was organized by product. Then it adopted a customer organizational
structure. Why might ABB have adopted a customer organization?

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