Subject category:
Marketing
Published by:
Ivey Publishing
Version: 2004-03-10
Length: 21 pages
Topics:
Sales organization; Sales management
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Abstract
The Adhesive, Tape and Allied Products Group reorganized its salesforce from a specialized one (where salespeople sold only products within one of four product areas in the group) to a general one (where salespeople sold all products within the group) four years ago. The decision was under review due to problems such as reduced product knowledge and competition among marketing people for the salespeople's time and effort.
Subject category:
Marketing
Published by:
Ivey Publishing
Version: 2004-11-02
Length: 10 pages
About
Abstract
The Adhesive, Tape and Allied Products Group reorganized its salesforce from a specialized one (where salespeople sold only products within one of four product areas in the group) to a general one (where salespeople sold all products within the group) four years ago. The decision was under review due to problems such as reduced product knowledge and competition among marketing people for the salespeople's time and effort.
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Subject category:
Marketing
Published by:
Ivey Publishing
Version: 2004-11-02
Length: 10 pages