Question

Sandy Bayes works at Hilton Brews as a senior sales executive and manages all the key national accounts of his company. His job involves ensuring that key customers receive the best service from Hilton Brews. Sandy is also responsible for acquiring new customers with high consumption needs on a nation-wide basis. Despite his lack of product specialization in all the product lines, Sandy is hired for this position because of his excellent interpersonal skills. Hilton Brews has most likely adopted a ________ sales-force structure.

A) product
B) team-based
C) territorial
D) market
E) complex

Answer 1

Answer:

D) market

Explanation:

The market-based structure is where an organization's divisions are predicated on markets, sectors or types of customers.

The market-based structure is suitable for such an organization with goods or services distinctive to specific target sections and seems to be especially effective if it has advanced knowledge of all those sections.

The organisational structure often holds the company in its various customer segments continually informed of changes in demand.