Question

Which of the following questions is NOT asked when designing a sales force strategy and structure? A. Should salespeople follow strict steps in the sales process? B. How should salespeople and their tasks be structured? C. Should salespeople work alone or in teams with other company employees? D. Should salespeople sell in the field, by phone, or using online and social media? E. How big should the sales force be?

Answer 1

Answer: A. Should salespeople follow strict steps in the sales process?

Explanation: Sales force structure talks about how sale force will execute sale strategy. Sale force strategy selling approach that allows a firm sale force to position the firm and it goods or services to target customers in a meaningful way. These strategies involves programs, procedures and process developed by the management.

In the design of a sale force strategy and structure, relevant questions are asked and following strict steps in sale process is not part of it.