CSU When a Sales Manager Would Use Strategic Account Organization Structure Questions

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Discussion Questions

1. A marketing manager has decided to use personal selling as a strategy. Describe at least three advantages and at least one disadvantage that could result from the use of personal selling.

2. Determine when a sales manager would use a strategic account organization structure? When would it not be appropriate?

3. Explain the importance of sales territories from the standpoint of the sales organization.

4. What are the important elements of the design of sales territories? What can be the impact of a poorly designed territory?


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