Question: Question B3 (3 + 4 + 3 = 10 marks) What three (3) forms of sales force organisation structure that a business to business (B2B)

Question B3 (3 + 4 + 3 = 10 marks)

  1. What three (3) forms of sales force organisation structure that a business to business (B2B) company can use?
  2. Imagine that you work as sales manager for an Australian company in the department that sells technical equipment to business laboratories and schools. How might you structure its sales force? Write one reason for selecting this sales organisational structure.
  3. What are three criteria/ considerations might you use to allocate sales people in the schools section to their sales territories?

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