Abstract
This note sketches a systematic approach for developing a sales organization. The approach entails specifying the sales tasks in the environment, and then developing appropriate organizational forms for carrying out these tasks.
Additional Information
| Product Type | Technical Note |
|---|---|
| Reference No. | MAR0188TEC |
| Title | Structuring the Sales Organization |
| Pages | 12 |
| Published on | Jan 1, 1978 |
| Authors | Dholakia, Nikhilesh; |
| Area | Marketing (MAR) |
| Discipline | Organizational Behaviour, Strategic Management |
| Sector | Infrastructure |
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