In product specialization, salespeople are assigned to sell specific products or product lines.
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Q109: The appropriate salesforce specialization depends upon the
Q110: If the firm has customers with similar
Q111: If the firm has customers with similar
Q112: In a firm with geographic specialization, there
Q113: In product specialization, salespeople are assigned specific
Q115: With product specialization, there may be duplication
Q116: With market specialization, salespeople are assigned specific
Q117: The basic objective of market specialization is
Q118: Market specialization will result in customer duplication,
Q119: A company that operates a separate salesforce
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