Chapter 4. Structuring the Sales Force for Strategic Advantage
This chapter discusses sales force structure. A sales force must be well organized if it is to meet customer needs efficiently and effectively and to sell the firm's products and services. Sales force structure decisions influence how customers see the firm. They also affect the selling skills and knowledge level required of salespeople, which in turn affect compensation, recruitment, training, and the role of the sales manager. The structure affects each salesperson and sales manager. Job descriptions, reporting relationships, and teaming decisions are all contingent upon the sales force structure.
The chapter is designed to help you:
Evaluate the trade-off between efficiency and ...
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