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Problem

Some business marketers organize their sales force around products; others are market centered. What factors must be considered in selecting the most appropriate organizational arrangement for the sales force?

Step-by-step solution

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Step 1/2

Most of the marketing strategy depends on the type of product company produces. Some of the products are sold due to their unique and special features.

In such types of products the sales force is generally organized around products as the selling of the product is generally influenced by the unique selling prepositions.

Step 2/2

On the other hand some products are sold not on the basis of unique features but due to their needs. These products are generally not differentiable for other competitors and thus the focus is more on meeting the consumptions

Consumer goods which do not require expert knowledge for selling also fell in this category. Advertisement is main factor for increasing the demand of this type of product. Therefore, in such types of products companies organize their sales force according to market.