When a Company Specializes Its Sales Force by Type of Customer

question 42

Multiple Choice

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.

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Definitions:

Schema

Mental structures that influence how information is interpreted and processed; essential for understanding complex environments.

Mental Framework

The underlying structure of beliefs, ideas, and attitudes that shapes an individual's perception and understanding of the world.

Cognitive

Pertaining to mental processes, including perception, memory, judgment, and reasoning, as related to the acquisition, understanding, and use of knowledge.

Women of Color

A term used to describe females of non-white racial or ethnic backgrounds, highlighting diversity within women's experiences.