Firms which utilise the product salesforce structure may encounter problems if the same customers buy most of the firm's products.

Question

Quizplus · Accepted Answer

The product salesforce structure assigns salespeople to specific products or product lines, which can result in conflicts when multiple salespeople serve the same customer. If the same customer buys most of the firm's products, there may be confusion over who gets credit for the sale and difficulties in coordinating sales efforts.

Firms Which Utilise the Product Salesforce Structure May Encounter Problems