An oil field equipment supplier provides customized equipment for land and water drilling. Its equipment for water drilling is broken down into two further categories--one for warm water as is found in the Caribbean and one for cold water as is found in the North Sea. Which form of organization would be best suited for its sales force?
A) one based on sales force abilities
B) one based on geographical territories
C) one based on the number of competitors
D) one based on size of customers
E) one based on customer's level of technological knowledge

Question

Quizplus · Accepted Answer

Given the customization of equipment for different environments (land, warm water, cold water), organizing the sales force based on geographical territories would allow for specialization in the specific needs and conditions of each area, making it the most effective approach.

An Oil Field Equipment Supplier Provides Customized Equipment for Land