ArvinMeritor is a company that makes integrated systems for motor vehicles. It has four business groups: the Commercial Vehicle Systems (sells component parts to manufacturers of commercial trucks), the Commercial Vehicle Aftermarket (sells to mechanics that repair the trucks), the Light Vehicle System (sells parts to light truck and SUV manufacturers), and the Light Vehicle Aftermarket (sells to car maintenance and repair centers). Which form of sales organization would be best suited for ArvinMeritor's sales force?
A) one based on type of customer
B) one based on geographical territories
C) one based on the number of competitors
D) one based on the sales force's abilities
E) one based on types of competitors

Question

Quizplus · Accepted Answer

ArvinMeritor's business groups are clearly defined by the type of customer they serve (commercial vehicle manufacturers, mechanics, light vehicle manufacturers, and car maintenance centers). Organizing the sales force based on the type of customer would allow for specialization and a better understanding of each customer segment's unique needs.

ArvinMeritor Is a Company That Makes Integrated Systems for Motor