In high-technology companies, there is an inordinate focus on the technology and product features rather than the customer and the benefits sought because:
A) products sell better with focus on technology than with focus on customers.
B) high-technology companies are usually founded and run by engineers.
C) these companies invest huge amounts in innovation and have the ability to create entire product classes.
D) they believe that customers are not aware of the technological innovations that they are capable of.
B
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Appliance maker Whirlpool assigns individual teams of salespeople to big retail customers such as Sears, Lowe's, Best Buy, and Home Depot. Each Whirlpool sales team aligns with the large customer's buying team
Whirlpool has most likely adopted a ________ sales-force structure. A) product B) team-based C) territorial D) market E) complex
Sleek Designs markets a wide range of kitchen cabinets, counter tops, and ceramic tile. Its salespeople are initially divided on the basis of their expertise in a product category
They're then further divided into teams addressing large home improvement retailers, kitchen and bath suppliers, and specialty home improvement stores. Which of the following sales-force structures has most likely been combined to form this complex sales-force structure? A) territorial and market B) product and market C) product and territorial D) geographical and product E) market and customer