In a Complex Sales Force Structure, Salespeople Can Be Specialized

question 43

True/False

In a complex sales force structure, salespeople can be specialized by customer and territory; product and territory; product and customer; or territory, product, and customer.

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Definitions:

Bertrand Competition

A model in economic theory in which competing firms choose their prices simultaneously and independently to maximize profits under the assumption that products are homogeneous.

Duopoly

A market structure characterized by two dominant firms controlling the majority of the market share.

Stackelberg Leader

A firm in a duopoly that maximizes its profit by making the first move and setting its output level, anticipating the response of the follower firm.

Maximize Profits

The process of making the most favorable decisions to achieve the highest possible earnings after expenses.