Which of the following companies is most likely to organize its sales force by type of customers?
A)Company selling a wide line of technical machine tools to manufacturers of earth-moving equipment.
B)Companies selling data processing equipment to aircraft,financial,cement,and textile industries.
C)Firms selling a wide line of food and soap products to consumers.
D)Firms selling oil well drilling equipment in major oil fields in the United States,South America,and Africa.
E)A manufacturer of men's shoes selling to large department stores.

Question

Quizplus · Accepted Answer

Companies selling data processing equipment to different industries are likely to organize their sales force by type of customers because each industry has unique needs and requirements for data processing equipment. By organizing their sales force by customer type, the company can better address the specific needs and concerns of each industry. The other companies mentioned in the options are more likely to organize their sales force by geographic area or product lines.

Which of the Following Companies Is Most Likely to Organize