Blue Bird Corporation manufactures bodies for school buses, the Q-Bus shuttle, and the Wanderlodge luxury recreational vehicle. Which form of organization would be best for Blue Bird's 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 product specialization

Question

Quizplus · Accepted Answer

Given that Blue Bird Corporation manufactures a diverse range of products (school buses, the Q-Bus shuttle, and the Wanderlodge luxury recreational vehicle), a sales force organization based on product specialization would be most effective. This approach allows sales representatives to become experts in specific products, better addressing the unique needs and questions of different customer segments interested in school buses, shuttles, or luxury RVs.

Blue Bird Corporation Manufactures Bodies for School Buses, the Q-Bus