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 Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
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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?

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