Question

Whirlpool is a company that organizes its sales force along customer or industry lines. For example, Whirlpool assigns individual teams of sales people to its different customers: Lowe's, Bust Buy, and Home Depot. Which sales force structure is Whirlpool using?

Answer 1

Whirlpool is using Market sales force structure

Explanation:

A business that deals in supplying only a portion of the goods or lines of the organisation.

Companies spend significant amount of time and money on maintaining their selling teams, rarely think about changing the sales force over the life cycle of a product or a corporation. Nonetheless, improvements in the composition of the sales force are necessary if an organisation is to continue to win the market for customers.

Clearly, the structure and practices of the sales force of a business is not easy to change. The nature of the sales force that operates during the start-up varies from what works when the company grows, matures and declines.