If the firm has customers with similar needs and the firm sells a complex range of products, a product-specialized salesforce is recommended.
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Q105: Centralization is most appropriate when sales organization
Q106: One of the most important factors in
Q107: One of the most important factors in
Q108: Although the appropriate sales organization structure depends
Q109: The appropriate salesforce specialization depends upon the
Q111: If the firm has customers with similar
Q112: In a firm with geographic specialization, there
Q113: In product specialization, salespeople are assigned specific
Q114: In product specialization, salespeople are assigned to
Q115: With product specialization, there may be duplication
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