(1)Designing Sales Force Strategy and Structure Territorial Complex Forms Are Exclusive Territory to Sell the a Combination of Any Company's Full Product Line Types of Sales Force Structures Product Sales Force Sells Only a Portion of The Company's Products or Lines Customer Sales Force Sells Only to Certain Customers or Industries 雒對酒价置多大孝 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－11 (1) Designing Sales Force Strategy and Structure Territorial Exclusive Territory to Sell the Company’s Full Product Line Product Sales Force Sells Only a Portion of The Company’s Products or Lines Customer Sales Force Sells Only to Certain Customers or Industries Complex Forms Are a Combination of Any Types of Sales Force Structures
(2)Sales Force Size 14-12 S.F.--company's most productive and expensive assets. > S.F.have been shrinking in size because of: Advances in selling technology 。 Recent merger mania. Companies use some form of workload approach to set sales force size: Group accounts into different size classes How many people are needed to call on them. 對至（竹置多大孝 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－12 (2) Sales Force Size S.F. -- company’s most productive and expensive assets. S.F. have been shrinking in size because of: • Advances in selling technology • Recent merger mania. Companies use some form of workload approach to set sales force size: • Group accounts into different size classes • How many people are needed to call on them
(3)Other Sales Force Strategy Structure Issues 14-13 Outside Sales Inside Sales Force Force Travel to Call on Conduct Business From Their Customers Offices Via Phone or Buyer Visits Tele- Technical Sells to Major Finds Major New Sales Accounts Support Marketing Assistants Or Prospects People Internet 至（竹宜多大差 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－13 (3) Other Sales Force Strategy & Structure Issues Inside Sales Force Outside Sales Force Travel to Call on Customers Sells to Major Accounts Finds Major New Prospects Conduct Business From Their Offices Via Phone or Buyer Visits Technical Support People TeleMarketing Or Internet Sales Assistants
(4)Team Selling 14-14 >to service large,complex accounts. Finds problems,solutions, and sales opportunities. Problems:can overwhelm customers.difficulties working with teams, evaluation of sales performance. 對至（竹置多大孝 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－14 (4) Team Selling to service large, complex accounts. Finds problems, solutions, and sales opportunities. Problems: can overwhelm customers, difficulties working with teams, evaluation of sales performance
1-2.Sources of Salespeople 14-15 > Current Salespeople >Employment Agencies >Classified Ads > College Students 计至（竹置多大孝 国际商学院市场营销学系 University of Intemational Business and Economics
国际商学院 市场营销学系 14－15 I-2. Sources of Salespeople Current Salespeople Employment Agencies Classified Ads College Students Ads