The Acquirer's Sales Force Sells Very Complex Software Solutions to Its

question 102

Multiple Choice

The acquirer's sales force sells very complex software solutions to its customers.The target firm manufactures commodity hardware products.Customers of the two firms sometimes buy both products.The benefits of integrating the sales force of both the acquirer and target firms includes all of the following except for

• A) Generates significant cost savings by eliminating duplicate sales representatives
• B) Eliminates related sales support expenses
• C) Minimizes potential customer confusion by enabling customers to deal with a single sales representative
• D) Facilitates communication of a consistent brand image
• E) Makes product cross-selling more effective

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Definitions:

BSC Performance Perspectives

A strategic planning and management system that organizations use to communicate what they are trying to accomplish, align the day-to-day work, and prioritize projects, products, and services.

Lagging Indicator

A metric that shows the performance of an economy, industry, or company after the fact and confirms trends rather than predicting them.

Cognitive Bias

Systematic patterns of deviation from norm or rationality in judgment, whereby inferences about other people and situations may be drawn in an illogical fashion.

Balanced Scorecard

A strategic planning and management system that organizations use to communicate what they aim to accomplish, align day-to-day work with strategy, prioritize projects, and measure and monitor progress.