Discuss the differences between the three major sales force structures. What are the potential benefits of each structure?
What will be an ideal response?
In the territorial sales force structure, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that territory. This organization clearly defines each person's job, fixes accountability, and increases the person's desire to build local business relationships that improve selling effectiveness.
The product sales force structure allows the sales force to sell along product lines; the seller becomes very knowledgeable about products.
The customer sales force structure organizes its sales force along customer or industry lines. This can help a company build closer relationships with important customers.
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Indicate whether the statement is true or false
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Southern Security makes safes for storing valuables. When Ed sold safes for the company, he sometimes told a prospect, "The model safe you are looking at is on sale this week. If you wait until next week to buy, you will spend $100 more
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