For the first 50 years of business, the Johnson Carpet Company produced carpets for residential use. The salesforce was structured geographically. In the past five years, a large percentage of carpet sales have been to industrial users, hospitals, schools, and architects. The company also has broadened its product line to include area rugs, Oriental carpets, and wall-to-wall carpeting. Is the present salesforce structure appropriate, or would you recommend an alternative?

For the first 50 years of business, the Johnson Carpet Company produced carpets for residential use. The salesforce was structured geographically. In the past five years, a large percentage of carpet sales have been to industrial users, hospitals, schools, and architects. The company also has broadened its product line to include area rugs, Oriental carpets, and wall-to-wall carpeting. Is the present salesforce structure appropriate, or would you recommend an alternative?

Principles of Management

OER 2019th Edition

ISBN:9780998625768

Author:OpenStax

Publisher:OpenStax

Chapter7: Entrepreneurship

Section7.5: Managing A Small Business

Problem 1CTQ: What led MailChimps founders to change its focus on the customers they were selling to?

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For the first 50 years of business, the JohnsonCarpet Company produced carpets for residential use. The salesforce was structured geographically. In the past five years, a largepercentage of carpet sales have been to industrial users, hospitals, schools, and architects.The company also has broadened its productline to include area rugs, Oriental carpets, andwall-to-wall carpeting. Is the present salesforcestructure appropriate, or would you recommendan alternative?
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