When a company specializes its sales force by type of customer:
A)There is no opportunity for geographical specialization.
B)This is likely to increase the friction between channels of distribution used by a firm.
C)Technical staff specialists cannot be used.
D)This is compatible with the customer-orientation philosophy underlying the marketing concept.
E)Overlapping territories usually are eliminated.

Question

Quizplus · Accepted Answer

Specializing the sales force by type of customer is compatible with the customer-orientation philosophy underlying the marketing concept, as it allows the sales force to tailor their approach and offerings to the specific needs of each customer segment. This approach does not necessarily limit geographical specialization or the use of technical staff specialists, and overlapping territories may still exist depending on the company's approach to sales territory management. However, it may increase the need for effective coordination and communication between different channels of distribution used by the firm.

When a Company Specializes Its Sales Force by Type of Customer