Sales force specialization by type of customer or market group:

Means that more than one rep from a seller will call on the same customer.

Enables a rep to become better qualified to deal with the needs and problems of a specific type of customer.

Eliminates the situation of having more than one sales rep in each geographical area.

Is best suited for a company selling to similar types of customer groups.

Is not as popular an organizational structure as it was some years ago.