A focus on a solutions strategy is most possible with a sales force structure based on customer organization.
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Q17: The more homogeneous the customer base, the
Q18: The geographic approach to sales force organization
Q19: With a sales force based on product
Q20: The most appropriate way for healthcare organizations
Q21: As the cost of health care has
Q23: The workload method determines sales force size
Q24: The workload method does not recognize that
Q25: The first step in developing an effective
Q26: Ninety percent of firms are now using
Q27: Almost 90% of all employers eliminate candidates
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