MARKETING PLAN EXPLORER

Copyright 2002, Professor Jerome M. Katrichis

 

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V. GENERATION OF ALTERNATIVE MARKETING PLANS

B. 3. A. 4. Organization of the Sales Force

 This section proposes changes to how the sales force is structured.  The structure of the sales force can have an enormous impact on how much attention a customer and a product get.  For example, the typical grocery store in the U.S. deals with at least four different Proctor and Gamble sales people.  One sells food products such as coffee, cooking oil, and cake mixes.  One sells paper products.  One sells personal care products such as deodorant and shampoo, and one sells soaps and cleaning products.  If only one sales person called on each grocery store, sales territories would be much smaller and sales expenses would drop considerably, but Proctor and Gamble prefers to have specialists in each of these four areas dealing with customers.

 

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