Understanding Fan Co.'s Sales Force Organizational Structure
Mr. Santos works for Fan Co., a company that sells oversized fans to large consumer venues like indoor stadiums and concert halls. He is responsible for selling fans anywhere in the state of Florida; the company also has sales people responsible for selling fans in every other state in the country.
What type of sales force organizational structure does Fan Co. have?
I. Product line
II. Type of account
III. Regional
A. I only
B. II and III only
C. I and III only
D. II only
E. III only
Fan Co. operates under a Regional sales force organizational structure whereby salespeople are organized based on specific regions or territories. This means that the company's salespeople are designated to sell their product based on specific regions or territories, in this case, each state in the country.