ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion.At one time, ABB had a salesforce that sold only generators, one that only sold boilers, another that only sold transformers, and so forth.Each of its salespeople was an expert on the items he or she sold.Its salesforce was organized by __________.

Question

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ABB's salesforce was organized by product, with each salesperson focusing exclusively on selling one specific item, such as generators or boilers. This allowed each salesperson to become an expert in their area and provide better customer service and product knowledge.

ABB Is a Swiss-Based Manufacturer of Industrial Equipment with Annual