Hybrid Distribution System A company must manage a hybrid distribution system to avoid chaos and maximize efficiency. Responsibilities, relationships and compensations among various channel members must be made clear. A company received its distribution system in legacy. The company started its journey with serving a particular type of customers. The company probably targeted big businesses … Read more
Management of the Sales Force A large proportion of employees of companies are engaged in sales activities. Efficiency and effectiveness of a sales force are very strong determinants of competitiveness of a company. Managing a sales force is an intricate task because most salespeople work away from the direct supervision of their managers. Setting Objectives … Read more
Designing the Sales Force Two critical decisions determine the design of sales force: sales force size and sales force organization. Sales Force Size Sales force size is decided by workload approach. Workload approach is based on calculation of total annual calls required per year divided by the average calls per year that can be expected … Read more
