Define Customer (or market) sales force structure?
The companies structure their sales forces so as to achieve the objectives of the organization and the the sales people also achieve success when they are structured properly. For structuring the salesforce, the company has to take into account the nature of the products and services that it is offering to the customers, the kind of customer segment it has selected as its target market and what kind of a salesforce it has in its organization.
The companies usually structure their salesforce according to three basis. These three basis are: Geography bases sales force structure, Product-based sales force structure and the customer-based sales force structure.
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