Sleek Designs markets a wide range of kitchen cabinets, counter tops, and ceramic tile. Its salespeople are initially divided on the basis of their expertise in a product category. They're then further divided into teams addressing large home improvement retailers, kitchen and bath suppliers, and specialty home improvement stores. Which of the following sales-force structures has most likely been combined to form this complex sales-force structure?

Question

Quizplus · Accepted Answer

Sleek Designs has divided its sales force based on their expertise in a product category (cabinets, counter tops, and ceramic tiles) and then further divided them into teams addressing different types of customers (large home improvement retailers, kitchen and bath suppliers, and specialty home improvement stores). This combination of product and market structures allows for a focus on both the product knowledge and the specific needs and preferences of different customer segments.

Sleek Designs Markets a Wide Range of Kitchen Cabinets, Counter