What are the most common methods of structuring a sales force?

Expert Solution

This will depend on the type of operation and on any current trends. If you require your students to interview a salesperson, you can have them include a question about sales force structure in their interview. Usually the most common methods of structuring a sales force are territorial, product, or customer sales force structured.

There are advantages to each type of sales force structure. The sales force structure decision is simple if the company sells one product line to one industry with customers in many locations. In that case the company would most likely use a territorial sales force structure where the regions are divided up. Clearly this defines the salesperson’s job, and because only one person works the territory, they get all the credit or blame for the territory sales. If the company sells many products to many types of customers, it might need either a product sales force structure, where the sales force sells along product lines, or a customer sales force structure, whereby the sales force is organized along customer or industry lines (the latter is most common in hotel sales departments).

Junaid answered 9 months ago

There are a number of methods by which a corporate can go about structuring their organisation....

There are a number of methods by which a corporate can go about structuring their organisation. The text lists the relative advantages and disadvantages of each method. Given your understanding of this, justify which organisational structure you would recommend for the following situations: a. a government owned telecommunications company with a monopoly in its market b. a private entrepreneurial organisation that develops new hand held entertainment devices in Japan c. a large retailer that sells an array of goods including...

Critically examine problem structuring methods and apply problem analysis methods and theory to specific business issues...

Critically examine problem structuring methods and apply problem analysis methods and theory to specific business issues and comment on their relevance and usability.

For tax purposes, which is the most common of the depreciation methods and explain how this...

For tax purposes, which is the most common of the depreciation methods and explain how this depreciation method works. The choice of depreciation methods are as follows: Straight-line, double-declining balance, sum of the years digits, modified cost recovery system and units of production.

What are the effects of sales training on sales-force motivation and morale

Societies have different forms of co-insurance. In your home country what are the most common methods...

Societies have different forms of co-insurance. In your home country what are the most common methods of co-insurance? Is co-insurance extensive?

Discuss the two most common methods used to determine when the economy is in a recession.

1. Protein crystallography is one of the most common methods used to determine the structure of...

1. Protein crystallography is one of the most common methods used to determine the structure of proteins. However, an emerging method called “Cryo-EM” is used to determine the structure of the spike protein. In your own words, describe what “Cryo-EM” is, and why it’s a useful for studying protein structures. 2. The spike protein is heavily glycosylated. Briefly describe what glycosylation is, and why it might be useful for the virus. 3. Is the spike protein structure a Primary, Secondary,...

The most common methods of microbial control might be hand washing and cooking of food. a....

The most common methods of microbial control might be hand washing and cooking of food. a. Explain, in detail, how soap and water disrupt a membrane at the molecular level. b. Explain how heat disrupts proteins, referencing the diﬀerent levels of protein structure. c. Design an imaginary device that inactivates non-enveloped human viruses. What does the device do to the virus?

Locking methods are one of the most common techniques used in concurrency control. There are different...

Locking methods are one of the most common techniques used in concurrency control. There are different levels of lock use. Make sure you clearly write down (a), (b) followed by your answers. [6 marks] (a) Use the following scenario to illustrate and explain how a table-level lock and a page-level lock work. Scenario: Transaction 1 (T1) wants to update row 5 in Table A Transaction 2 (T2) wants to update row 2 in Table A Note: Page 1 contains rows...

5. Discuss some of the most common methods of Water Disinfection with their merits, and demerits.

Question