Larger companies typically break their customers into distinct markets. Which of the following statements is true of this sales strategy?
A) It involves following a common marketing strategy for all customers.
B) It results in an overall decrease in customer satisfaction.
C) It prevents a salesperson from understanding a customer's specific needs.
D) It allows a salesperson to become an expert in a line of business.
E) It aims at enhancing a buyer's factual knowledge about a product.
Question 2
Milton is the sales manager of a cosmetics company that offers a wide range of face creams, lipsticks, and eye makeup. Some of the products are sold to wholesalers and distributors, while others are sold directly to end-users. Milton decides to divide his company's vast customer base into distinct segments so that the company's salespeople can specialize in one line of business only. To carry out this process, it is necessary for Milton to possess sound _____.
A) product knowledge
B) price knowledge
C) technology knowledge
D) promotion knowledge
E) market knowledge
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