Structuring the sales force

This video shows how to design the sales force structure of a company. Three main criteria can be taken into consideration: the geographical area or territory,the products,and the customers of the firm. The advantages and limitations as well as the conditions of use of each structure are then described.

Disciplines : Gestion des ventes
Mots-clés : structure,Sales force,Products,Markets,Customers,Territory
Type de document : image en mouvement
Type de ressource : lecture
Niveau : licence
Auteurs ou éditeurs : Christophe FOURNIER,AUNEGE,CERIMES