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A sales force's need for generalists or specialists is guided by two factors: market considerations and
Downstream Costs
Expenses incurred after the manufacturing process, including distribution, marketing, and customer service.
Production Costs
The total expenses incurred in the process of producing goods or services, including raw materials, labor, and overhead.
Professional Services
Expert services provided by qualified professionals such as lawyers, accountants, and consultants.
Service Shops
Businesses that provide professional or technical services rather than products, often requiring specialized labor or skills.
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