A company has decided to switch to a customer salesforce structure.Which of the following advantages is the company now LEAST likely to enjoy?
A)The company can become more customer-focused.
B)The company can build closer relationships with important customers.
C)The company can better serve different industries.
D)The company can better serve current customers and find new customers.
E)The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines.

Question

Quizplus · Accepted Answer

Switching to a customer salesforce structure means the sales team is organized around customers or customer segments, rather than products. This structure is less conducive to salespeople developing in-depth knowledge of numerous and complex product lines, as their focus shifts towards understanding customer needs and preferences across possibly fewer, more focused product lines.

A Company Has Decided to Switch to a Customer Salesforce