Refer to the scenario below to answer the following questions.
Reliable Tool Company is a manufacturer of hubs and axles for the trailer and heavy truck industry.Although Reliable Tool only has fifteen customers,the company is the sole supplier of hub and axle components to those customers.Monthly sales at Reliable Tool are approximately $1 million."You might say we have all of our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts.Ninety- five percent of Reliable Tool's customers are located in Michigan,Ohio,and Indiana,which means that travel time to all customers is relatively short.However,given the nature of the industry,time spent with each customer is essential.
-How would a customer sales force structure benefit Reliable Tool?

Question

Quizplus · Accepted Answer

Given that Reliable Tool has only 15 customers, it is critical that the company's sales force builds close relationships with each client. By doing so, the sales team can better understand the specific needs and preferences of each customer, which will make it easier to anticipate and respond to their needs in the future. A well-structured sales force can also help to identify opportunities for growth, as salespeople who are engaged with their clients are more likely to uncover new opportunities for doing business. Therefore, a customer sales force structure would benefit Reliable Tool by enabling its salespeople to build close relationships with clients.

Refer to the Scenario Below to Answer the Following Questions