When IBM reconfigured its sales force by assigning reps to different industries,it was using:
A)Geographic specialization.
B)Market specialization.
C)Sales force specialization.
D)Product specialization.
E)None of these.

Question

Quizplus · Accepted Answer

IBM's decision to assign sales reps to different industries reflects a shift towards market specialization, where salespeople are trained and equipped to understand the specific needs and challenges of customers within a particular industry or market segment. This approach allows sales reps to develop deeper expertise and build stronger relationships with customers, which can ultimately lead to better sales performance and customer satisfaction. Geographic specialization would involve assigning reps to specific geographic regions, while product specialization would involve aligning reps with specific product lines or offerings. Sales force specialization is a general term that could refer to any number of strategies or initiatives aimed at improving the effectiveness or efficiency of the sales force, so it is not a specific enough answer for this question.

When IBM Reconfigured Its Sales Force by Assigning Reps to Different