The decision on sales force structure is driven by two considerations:___________________________and .

Question

Quizplus · Accepted Answer

The two considerations that drive the decision on sales force structure are the nature of the product and the nature of the market. The product characteristics and market characteristics play a significant role in deciding the sales force structure that will be most effective. For example, if the product is complex and requires a high degree of expertise to explain and sell, a specialized sales force may be necessary. Similarly, if the market is highly fragmented, and the customers have distinct needs, a geographically dispersed sales force may be more appropriate. Therefore, the nature of the product and market are critical factors that determine the sales force structure.

The Decision on Sales Force Structure Is Driven by Two