Sales force is linking between companies and customer. Therefore, companies have to be careful in designing and structuring sales force.

Common Sales-force Structure

  • Territorial structure is used where every sales representative is assigned specific geographical area. This structure is preferred for building relationships with locals.
  • Product structure is used for complex and un- related product portfolio. Here the sales people are directly associated with research and development of the products.
  • Market structure is used if the companies are operating different industry or market segments. Every sales force specializes in a definite market and helps push a product efficiently across the given market. However, the disadvantage would arise if customers are located over a wide geographical area.
  • Complex structure is used when companies are in business of selling complex product to different customer across a large geographical area.