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Essay Details:
Essay text:
A geographical structure operates among field sales employees, however no structure operates in the sales office preventing support been provided to field salespeople, customers receive inconsistent and inaccurate information, contributing to loss of orders if quotations are not efficiently handled internally.
Sales need to be increased to increase profits, a more effective structure would enable product knowledge and customer service to be improved, in turn helping improve sales.
Geographical structure requires salespeople to sell a range of products preventing product specialisation. Increased competition in Europe calls for specialist technical selling expertise, which is not established within current structure...
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