Designing the Sales Force Structure

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Chapter Chapter 5 in Sales Force Design For Strategic Advantage, 2004, pp 125-181 from Palgrave Macmillan

Abstract: Abstract Sales force structure answers two central questions: how to divide up all the sales activities among different types of salespeople, and how to coordinate and control the activities to meet the firm’s goals. Sales force structures are often represented by organization charts with accompanying job descriptions for the various roles.

Keywords: Product Line; Sale Force; Force Structure; Customer Segment; Strategic Advantage (search for similar items in EconPapers)
Date: 2004
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-51492-8_5

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DOI: 10.1057/9780230514928_5

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