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The Sales Book by Graham Yemm

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Identifying your sales structure

Objectives

  • To understand the different options for structuring your sales operation
  • To identify the most effective structure for your sales strategy
  • To assess the implications for other functions

Understanding

Many organisations create a sales operation and structure and then stick with it for years without really questioning whether it is the most effective approach for what is currently happening with their market and customers. I am not suggesting that the sales approach should be constantly changing, but it does need to adapt to be fit for purpose. A number of factors will need to be considered when thinking about your sales structure.

Internal External
Company structure and strategy Number of potential ...

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