The major reason why a firm with many different products based on widely differing technologies would organize its sales force by product is:
A. A commitment to the marketing concept
B. Because it allows salespeople to develop highly specialized knowledge about one product or a few similar products
C. The simplicity inherent in implementing and using such a system
D. To take advantage of the benefits of specialization of labor inherent in this vertical organization form
E. Because it eliminates any duplication of sales efforts
Ans: B. Because it allows salespeople to develop highly specialized knowledge about one product or a few similar products
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The business market is essentially the same market as the consumer market
Indicate whether the statement is true or false
Which of the following is true with regard to the global staffing approach?
A) As a rule, companies keen on "acting local" adopt a global staffing approach. B) In the global staffing approach, key managerial positions are generally filled with people from headquarters—that is, parent-country nationals. C) In a global staffing approach, local managers—that is, host-country nationals—are hired to fill key positions in their own country. D) Recruiting third-country nationals is a common aspect of the global staffing strategy.