When IBM focused both the sales and marketing functions' attention on creating value for the customer, the end result was
A) higher market entry costs.
B) longer sales cycles.
C) improved performance metrics.
D) higher cost of sales.
E) a focus on fulfilling product demand, not creating it.

Question

Quizplus · Accepted Answer

By focusing on creating value for the customer, IBM was able to improve its performance metrics. It is unlikely that this would result in higher market entry costs, longer sales cycles, a higher cost of sales, or a focus solely on fulfilling product demand.

When IBM Focused Both the Sales and Marketing Functions' Attention