Organization of the Sales Force by Customer Type

question 74

Multiple Choice

Organization of the sales force by customer type:

• A) Has the same disadvantages as those associated with organization by product
• B) Allows the use of different selling approaches for different types of customers
• C) Is a natural extension of the market concept
• D) Should be used when a company wants to implement a market penetration strategy
• E) Is accurately described by all of the above

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Definitions:

Types of Control

Various methods or systems used within an organization to regulate processes, manage resources, and guide the actions towards achieving objectives, such as bureaucratic, market, and clan control.

Project Management

The process of planning, organizing, and overseeing the completion of specific projects within an organization or team.

Management Techniques

Methods or strategies that enable managers to improve efficiency and achieve organizational goals.

Control System

A set of devices or procedures designed to regulate the operation of a machine, process, or system to achieve a desired outcome.