Some Authorities Recommend Firms Have One Sales Force That Specializes

Multiple Choice

Some authorities recommend firms have one sales force that specializes in prospecting for new accounts and another sales force to call on existing customers. Which of the following statements about this recommendation is true?

A) This form of specialization is a form of customer specialization
B) This form of specialization is typically referred to as a networked organization
C) This form of specialization is most suitable for companies that are implementing a maintenance strategy instead of a growth strategy
D) This form of specialization can be difficult to implement since new customers might object to being turned over to an unfamiliar salesperson
E) This form of specialization eliminates the tendency of salespeople to view other salespeople working in the same company as rivals