A company specializes in developing technically complex traffic-management software.Specific technical knowledge is required by units of the buying organization in order to use the software optimally.Which of the following structures for organizing the sales force is best suited in this case?

Question

Quizplus · Accepted Answer

In a product structure, each salesperson is assigned to prospects and customers for a particular product or product line. A product structure is useful when the sales force must have specific technical knowledge about products in order to sell effectively.

A Company Specializes in Developing Technically Complex Traffic-Management Software