What Decisions Do Companies Make In Designing Sales Force? How Do You

1.	What Decisions Do Companies Make In Designing Sales Force? How Do You Go About Allocating Territories To Sales Force?
Answer» Development of sales FORCE objective STRATEGY - How much market, what growth rate, sales target Structure- Multi-layered, direct marketing Size -Geographic expanse of the market Compensation - Rewards or returns One way of allocating TERRITORY is to divide the market into zones and put people familiar with the zones. There are advantages/disadvantages with each was. One has to weigh the GAINS & losses and then decide. Development of sales force objective One way of allocating territory is to divide the market into zones and put people familiar with the zones. There are advantages/disadvantages with each was. One has to weigh the gains & losses and then decide.

What Decisions Do Companies Make In Designing Sales Force? How Do You Go About Allocating Territories To Sales Force?

Answer»

Development of sales FORCE objective

STRATEGY - How much market, what growth rate, sales target
Structure- Multi-layered, direct marketing
Size -Geographic expanse of the market
Compensation - Rewards or returns

One way of allocating TERRITORY is to divide the market into zones and put people familiar with the zones. There are advantages/disadvantages with each was. One has to weigh the GAINS & losses and then decide.

Development of sales force objective

One way of allocating territory is to divide the market into zones and put people familiar with the zones. There are advantages/disadvantages with each was. One has to weigh the gains & losses and then decide.

Discussion

No Comment Found

Related InterviewSolutions

How Would You Sell Software Packages?
How Can A 'ready Made Shirt Manufacturer' Make Its Sales Promotion More Effective?
What Do You Mean By Single Level System And Multilevel Marketing? Give One Example Of Single Level System And Multilevel Marketing?
What Decisions Do Companies Make In Designing Sales Force? How Do You Go About Allocating Territories To Sales Force?
What Are The Various Sales Forecasting Methods?
Differentiate Between A C&f Agent And A Distributor?
What Are The Differences Between Product Management And Sales Management?
What Are The Roles Of Marketing Channel In The Overall Function Of Marketing? explain The Role Of The Channel In The Following Areas Of Marketing? A) Marketing Of A Real Estate Project B) Marketing Of Soaps And Detergent C) Marketing O A Major Event D) Marketing Of Software Products And Services E) Marketing Of Insurance Products
What Are The Various Types Of Distribution Channels?
What Is The Function Of A Stockist?