Question

Procter​ & Gamble organizes its sales reps into​ teams, and each team is assigned to a major account​ (such as Safeway or​ Walmart). Which type of sales force structure is​ P&G using in this​ example?

Answer 1

Procter & Gamble employs a team-based sales force structure where sales reps are organized into teams, each responsible for a major account. This structure allows for a diversified skill set to cater to complex customer needs in a dynamic business environment, although the effectiveness of such teams varies and is subject to research.

Step-by-step explanation:

Procter & Gamble is using a team-based sales force structure in the example provided. In this arrangement, sales representatives are grouped into teams, with each team being responsible for servicing a major account. This approach leverages the diverse skills, experiences, and expertise of the team members to manage complex accounts such as Safeway or Walmart. The team-based structure aims to improve responsiveness and strategic alignment with the specific needs of large clients in the ever-changing business environment.

While team structures are increasingly popular in contemporary organizations due to the multifaceted challenges presented by technology, economics, foreign competition, globalization, and demographic shifts, their effectiveness varies and is a subject of ongoing research. The performance of teams depends on many factors, including how well the team members work together, the management of the teams, and the alignment of the team's goals with the organizational objectives.