Structuring your sales organization has an enormous impact. This key and elemental issue in marketing poses several key questions for any marketing strategist. Let’s start with some of the elemental questions:
How do you sell to your end-users?
Do you use a direct sales team, resellers, a website, or a combination thereof?
A sales force organization consists of a sales force which is structured in a way which will benefit the company and ultimately, the end-user. Some sales forces are highly structured while others are not. The best path depends on the organization, the context of your market -whether products or services- and how you see your organization meeting its objectives.
Product or service distribution constitutes one of the 4 P’s in the marketing mix. In this case, it’s the “place” or “placement” (aka distribution). It’s a crucial factor in your entire marketing strategy as it helps you expand your reach and grow revenue in the most efficient manner. Deciding upon and plotting such a structure can be a daunting task in a company’s strategic plan as there are several factors to consider – amongst them the geographical territory and type of customer.
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Unconventional Business Wisdom for the refined entrepreneurial mindset - by James D. Roumeliotis 