Question

For the first 50 years of business, the Johnson Carpet Company produced carpets for residential use. The salesforce was structured geographically. In the past five years, a large percentage of carpet sales have been to industrial users, hospitals, schools, and architects. The company also has broadened its product line to include area rugs, Oriental carpets, and wall-to-wall carpeting. Is the present salesforce structure appropriate, or would you recommend an alternative? Justify your answers.

Answer 1

Answer: It is highly recomended to adapt the salesforce structure to the new demands concerning the broader product line. Residential use is no longer the flagship in this company, and they need to focus on the new market varieties so they can still meet their clients' interests. Probably, the salesforce should be renewed or trained to be more into the new products and their advantages.