An organization may be reluctant to use geographic specialization as a way to organize a sales force because it:
A) lacks a system of checks and balances.
B) is difficult to make territorial assignments.
C) adversely affects how quickly a company can respond to changes in its marketing environments.
D) guarantees local markets will not follow sales strategies.
E) does not provide customers with the product expertise they may want.

Question

Quizplus · Accepted Answer

Geographic specialization can limit the depth of product knowledge among sales representatives, as they are focused on a specific area rather than specific products, potentially not meeting customers' needs for detailed product expertise.

An Organization May Be Reluctant to Use Geographic Specialization as a Way