Appliance maker Whirlpool assigns individual teams of salespeople to big retail customers such as Sears, Lowe's, Best Buy, and Home Depot. Each Whirlpool sales team aligns with the large customer's buying team. Whirlpool has most likely adopted a ________ sales-force structure.

Question

Quizplus · Accepted Answer

Whirlpool has adopted a market sales-force structure, where sales teams are organized around specific customer segments or markets, in this case, large retail customers.

Appliance Maker Whirlpool Assigns Individual Teams of Salespeople to Big