Answer:
Customer (or market) Sales Force Structure
Explanation:
Customer (or market) Sales Force Structure is when an organisation's sales force is focused on selling products to a particular customer set or industry. This has the advantage of specialisation, where competitive advantage is gained by being very good at doing something.
In this instance Whirlpool allocated it's sales people to big retail customers such as Sears, Lowe's, Best Buy, and Home Depot. Each Whirlpool sales team aligns with the large customer's buying team.
Answer:
Customer sales force structure
Explanation:
Customer sales force structure is also known as market sales force structure, it refers to a sales force organization where the individuals in charge of sales specialize in selling only to specific group of customers or industries.
A lot of different organisations make use of customer sales force structure to organize the method of sales force that is along its customer lines.
In a customer sales structure the sales representatives understands the needs and wants of their customers, this leads to a strong relationship between the customer and the sales person.
Also in customer sales force structure management control can be strategically allocated to different locations in the market.
