Geographical Structure. Aligned territories will result in balanced workloads for sales personnel, providing them greater earning potential, improved morale, and career satisfaction. The sales force structure will guide the sales force and impact the companys bottom line. (a) Territorial Sales Force Structure: A particular territory in which each sales person is assigned to sell companys full line. Product/Service Line Org Structure. A) It clearly defines each salesperson's job and establishes accountability. B) customer sales force structure. One is that it can be difficult to manage different territories and keep track of each employees progress. Geographical sales organization structures are the most straightforward. In this model, sometimes also called a territorial sales force structure, your sales team is divided according to geographical area or territory. Sales representatives are responsible for servicing a specific location. It employs different sales forces within the different product and service divisions of its major businesses. E) geographical operations system 42) Morrill Motors splits the United States of America into 10 sales regions. Territorial Sales Force Structure. Rate this term. A geographical organizational structure may appeal to large entities or corporations for a variety of reasons. Large corporations may choose a geographical organizational structure to allow them to better serve the specific needs or desires of distinct groups. Advantages of Sales representatives are responsible for servicing a specific location. It employs different sales forces within the different product and service divisions of its major businesses. d. Number of new customers in each sales territory. Which of the following elements is NOT used for determining the size of a sales force inthe workload method? Sales territories are the customer groups or geographic districts for which individual sales people or sales teams hold responsibility. The geographical sales structures are one popular kind with a bundle of If a company assigns individual teams of salespeople to big retail customers, it most likely has a(n) _____ sales-force structure. Product sales force structure indicates an organization method of a sales force where every salesperson can specialize in selling a product line, or a single product, or related products, or a small subset of a product line. Territorial sales force structure Oc Customer sales force structure O d. Lifestyle sales force structure Why is the sales manager's role so important to a company's success? P&B Ltd. provides consumers with a range of household, engineering, and healthcare goods; it also runs hotels and resorts under its brand name. How a company compensates its sales force is just as important as how the company The first step in determining how a firm's sales force compensation program will bestructured is to determine the: a. C) territorial sales force structure. 1) indirect sales force structure, 2) territorial sales force structure, 3) customer sales force structure, 4) product sales force structure, 5) NULL P&B Ltd. provides consumers with a range of household, engineering, and healthcare goods; it also runs hotels and resorts under its brand name. 1. Also known as a territorial sales force, this type of sales structure assigns each sales rep and its area of responsibility to a specific geographic area. Proper territory management leads to low geographic duplication of effort The territorial sales force structure can have a few disadvantages. Sales area is small so selling can be done more effectively. A) The territorial sales force structure does not define each salesperson's job clearly. This leads to higher motivation, Sales force strategy influences the structure of the sales force. Travel expenses are relatively small as each salesperson travels within a limited geographic area. Territorial sales force structure refers to a sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the companys True Sale* Force Structure. Which of the following is true about the territorial sales force structure? If the company sells one product line to one end-using industry with customers in many locations, it would use a territorial sales force structure. If the company sells many products to many types of customers, it might need a product or market sales force structure. O . Geographical sales organization structures are the most straightforward. In a territorial sales-force structure, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that area. Which of the following is true about the territorial sales force structure? A salesforce which is organised in such a way that its members sell only to certain kinds of customers or industries. Wage level relative to salespeople in other organizations in the industry. Territorial sales force structure, A sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company's full line, When a B) It benefits firms with many technological In that case the company would use a D) School University of Manitoba; Course Title MKT 2210; Uploaded By Territorial: Each sales representative is assigned an exclusive territory.This structure results in a clear definition of responsibilities and increases the rep's incentive to 35) In a territorial sales-force structure, each salesperson is assigned to an exclusive geographic area and sells the company's full line of products or services to all customers in that area. For example, some members of the salesforce of a soft-drink manufacturer may focus its efforts only on supermarkets while others may sell only sell to hotels or restaurants. The purpose of a sales force coverage (or sales territory) metric is to create balanced sales territories. Also termed as territorial sales force structure, they break the sales team between the cities. B. Salesperson's individual wage. Geographical sales organization structures are the most straightforward. Which sales force structure does Morrill Motors use? Which of the following is true of a territorial sales force structure A It. The sales man can understand the needs of the area and can design his strategy accordingly. The sales force structure decision is simple if the company sells only one product line to one industry with customers in many locations. D) digital marketing system. Sales force structures allow companies to distribute their products to their customers effectively. B) Salespeople specialize in A salesforce which is organised in such a way that its members sell only to certain kinds of customers or industries. They may create geographic decisions based on different: Cultures. This is also known as territorial sales force structure, and it means that the organization assigns each sales rep to a certain geographic area. 1. Advantages: Low cost, Within each of those regions, the company has separate sales personnel selling the company's full line of products. For example, some members of the salesforce of a soft-drink c. Wage structure for the sales force. C) In a territorial sales force structure, separate sales forces are set up for different industries. In this model, sometimes also called a territorial sales force structure, your sales team is divided according to geographical area or territory. Also known as a territorial sales force, this type of sales structure assigns each sales rep and its area of responsibility to a specific geographic area. Which of the following is true of a territorial sales-force structure? Geographical Structure. Salespeople must know the products they are selling, specifically when there are complex, numerous, and unrelated products. Territorial sales force structure: Term. In this model, sometimes also called a territorial sales force structure, your territorial. This strategy is cost effective as well. +1 -2. Customer Which of the following is true of a territorial sales. If your company sells several different Territorial sales force structure refers to a sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the 19) Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision? A) The cost of training new recruits would be eliminated. Sarah calls on private practice physicians, while Steve calls on hospital groups. Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Glossary of marketing terms, Meaning and definition of territorial sales force structure : Territorial sales force structure = A sales force organization that assigns each salesperson to Salespeople often are unethical O b. It

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