Question

53. Advantages for a key account sales force structure are​

Answer 1

Answer:

Advantages:

• Low cost

• Proper territory management leads to low geographic duplication of effort

• Low duplication of effort with customers (unless buyers are organizations that cross territories)

Disadvantages:

• Sales reps have a hard time developing product or market specialization (unless the organization commits to specialized sales forces allocated by geography)

• Territory sizing can be a challenge, resulting in uneven revenue/opportunity across geographies’

Answer 2

Answer:

According to a Harvard Business Review survey, high-performing sales organizations have well-documented and explicitly structured sales processes. A clearly documented sales structure helps streamline the chain of command, and the increased transparency leads to more efficient decision-making.

Explanation:

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