What is the guiding idea behind the way companies structure their sales forces?
A)The sales force should support the marketing department and its goals.
B)Buyers will be more satisfied if they can purchase what,when,and the way they want to.
C)A happy salesperson will sell more for the company,so maximizing sales staff satisfaction is key.
D)Fewer channels cause fewer complications,so choosing the simplest organizational structure is best.
E)Unless you guide them through the sales process,buyers will not buy,so direct contact with salespeople should be prioritized over other channels.

Question

Quizplus · Accepted Answer

The guiding idea behind structuring a sales force is to make the buying experience as satisfactory as possible for the customer. Therefore, structuring the sales force to allow buyers to purchase what, when, and how they want to will increase customer satisfaction and ultimately drive revenue.

What Is the Guiding Idea Behind the Way Companies Structure