When IBM Reconfigured Its Sales Force by Assigning Reps to Different

question 70

Multiple Choice

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.

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Definitions:

Cap and Trade

An environmental policy tool that limits or caps the total level of certain greenhouse gas emissions and allows industries with low emissions to sell their extra allowances to larger emitters.

National Environmental Policy Act

A U.S. environmental law that promotes the enhancement of the environment and established the President's Council on Environmental Quality (CEQ). It requires environmental impact statements for major federal actions significantly affecting the environment.

Environmental Impact Statement

A document prepared to describe the effects proposed activities will have on the environment.

Federal Water Pollution Control Act

is a major U.S. law that regulates the discharge of pollutants into the nation's surface waters, aiming to improve water quality.