CHAPTER 4
Organizing the Sales Effort
LEARNING OBJECTIVES
Organizing the sales force is one of the most important decisions made by sales management. It has a significant impact on every aspect of the salesperson’s performance. Changes in the way selling is done, the increasing importance of effectively managing customer relationships, and the need to assimilate new technologies in the selling function have led to fundamental changes in the organization of today’s sales forces.
After reading this chapter, you should be able to:
- Identify the purposes of sales organization.
- Understand the different horizontal organizational structures of a sales force.
- Outline the major issues in key account and team selling.
- Discuss key vertical structure issues ...
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