Combination$-$Structured Sales Force

Check Your Understanding $/$ Sales Force Structures

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Match the appropriate salesforce type to its correct description.

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Each sales representative is specialized on a particular channel. The main advantage is that the salesperson becomes familiar with the specific channel dynamics and is able to see trends and take advantage of opportunities that exist in the channel based on such dynamics.

Each sales representative is specialized on a specific segment. This is very common in the hotel industry. The main advantage is that the salesperson becomes intimately familiar with the products and stakeholders in a specific segment.

Each sales representative is assigned an exclusive territory to represent the company's full line of products. This results in clear responsibilities for the salesperson and allows him or her to cultivate local business ties.

With com repr spec proc segn conv natic cust adv$$ struc ence force avail

$\backslash$table$[[\backslash$table$[[$Territorial$-],[$structure of$],[$sales force$]],\backslash$table$[[$Market$-],[$Segment$-],[$Structured$],[$Sales Force$]],\backslash$table$[[$Market$-],[$Channel$-],[$Structured$],[$Sales Force$]],\backslash$table$[[$Customer$-],[$Structured$],[$Sales Force$]],\backslash$table$[[$Combination$-],[$Structured$],[$Sales Force$]]]]$