Dipl. Verkaufsleiter HFP Practice Questions - Dipl. Verkaufsleiterin Verkaufsleiter Mit Eidgenössischem Diplom Exam

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A Swiss industrial machinery manufacturer is evaluating whether to shift from an indirect distributor network to a direct sales force in the DACH region. Which of the following is the primary strategic trade-off of establishing a direct sales organization?

Lower fixed operating costs but reduced control over customer pricing Higher direct market control and customer data ownership, but substantially higher fixed personnel overhead Complete elimination of credit default risk, but slower product feedback loops Instant market coverage without capital expenditure, but heightened channel conflict

Correct Answer:

Higher direct market control and customer data ownership, but substantially higher fixed personnel overhead

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