Discuss the differences between the four common ways to organize a sales force. What are the potential benefits of each structure?
What will be an ideal response?
If a sales force is organized by geography, each salesperson is assigned to a geographic area. This is a very cost-efficient organization because it minimizes the amount of time salespeople spend traveling between calls. A product line organization allows members of the sales force to specialize in a product or product line; the seller becomes very knowledgeable about products. This method can cause duplication of efforts with several salespeople calling on the same accounts. The industry structure organizes along industry lines, with each salesperson calling on companies in one industry. This organization is effective when products or services are complex and have different applications in different industries. The final option is organizing the sales force by key accounts. With this strategy, the company's most important customers receive dedicated personal-selling resources.
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Which of the following is an element of the PLAN guide to effective communication?
A. Prevent small talk. B. Acquire new relationships. C. Limit interactions with customers. D. Nurture a continuing relationship.
Negligent persons are generally held jointly liable (along with the negligent physician) for negligent medical care their victims receive for their injuries. This is true according to:
A. proximate cause. B. res ipsa loquitur. C. intentional tort. D. the general causation rules.
Team leaders are also called ______.
a. group leaders b. directive leaders c. empowering leaders d. designated leaders
Consumer's expectations of doing new things with varied kinds of information in ways that create value have resulted in the emergence of__________
Fill in the blanks with correct word.