Typically, a sales force is structured around product lines, geographic territory or

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A sales force is typically structured around product lines, geographic territories, or types of customers. These three factors are the most common and effective ways to segment a sales force. While sales force competency and qualifications are important factors to consider, they are not typically used as the main structuring method. Profitability of territories is also an important consideration, but it is usually used to adjust or optimize the existing sales structure rather than create it.

Typically, a Sales Force Is Structured Around Product Lines, Geographic