TABCO sells aluminum railings. It targets educational institutions, professional sports stadiums and facilities, banks and commercial buildings, and hospitals and nursing homes. What form of organization would be best suited for its 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

TABCO's sales strategy is focused on serving distinct types of customers, each with unique needs and purchasing processes. Organizing the sales force based on the type of customer allows for specialization in understanding and meeting the specific requirements of each customer segment, such as educational institutions or hospitals, leading to more effective sales efforts.

TABCO Sells Aluminum Railings