The major reason why a firm with many different products based on widely differing technologies would organize its sales force by product is:
A) A commitment to the marketing concept
B) Because it allows salespeople to develop highly specialized knowledge about one product or a few similar products
C) The simplicity inherent in implementing and using such a system
D) To take advantage of the benefits of specialization of labor inherent in this vertical organization form
E) Because it eliminates any duplication of sales efforts

Question

Quizplus · Accepted Answer

Organizing the sales force by product allows salespeople to develop specialized knowledge about the products they are selling, which can improve their performance in the field. This is particularly important for a company with many different products based on widely differing technologies, as it can be difficult for a salesperson to be knowledgeable in all areas. Additionally, specialization can lead to more targeted and effective selling efforts, as salespeople can focus on the products they know best.

The Major Reason Why a Firm with Many Different Products