Suppose an analysis of sales force size and selling effort deployment indicates that a company has a salesforce of the right size but that the allocation of selling effort requires substantial adjustment in several territories. How should such deployment changes be implemented?
Answer to relevant QuestionsWhat questions would you want answered if you were trying to evaluate the effectiveness of a business unit’s sales force strategy? Discuss whether the Internet may replace conventional catalogs and direct mail methods of promotion. The chief executive of a manufacturer of direct-order personal computers is interested in establishing a marketing organization in the firm. A small salesforce handles sales to mid-sized businesses and advertising is planned ...What are possible internal and external changes that may require changing the marketing organization design? Identify suppliers of marketing dashboard software on the Web. Does this type of decision support system replace management judgment on the most appropriate performance criteria for their businesses?
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