A sales organization with both a field and a telemarketing salesforce serving the same accounts to meet the needs of their customers is specializing by function.

Question

Quizplus · Accepted Answer

Specializing by function means that the sales organization divides its salesforce based on specific functions or activities such as field sales or telemarketing. In this case, the organization has both a field and a telemarketing salesforce serving the same accounts, which is an example of specializing by function.

A Sales Organization with Both a Field and a Telemarketing