When Different Types of Buyers Have Different Needs, a ________

question 69

Multiple Choice

When different types of buyers have different needs, a ________ sales organization structure is used.

• A) multi-reseller
• B) customer
• C) geographical
• D) market segmentation
• E) multilevel marketing

---

Definitions:

Non-Value-Added Time

Time spent in production that does not directly add value to the product or service, often targeted for reduction in process improvement initiatives.

Balanced Scorecard

A strategic planning and management system used to align business activities to the vision and strategy of the organization, improve internal and external communications, and monitor organizational performance against strategic goals.

Return on Investment (ROI)

An evaluation metric that assesses the effectiveness or financial gain of an investment by dividing the net earnings by the initial investment cost.

Residual Income

The net operating income that an investment center earns above the minimum required return on its operating assets.