Question

GE employs different sales forces within different product and service divisions of its major businesses. For example, within GE Infrastructure, the company has separate sales forces for aviation, energy, transportation, and water processing products and technologies. GE has most likely adopted a ________ sales-force structure.

Answer 1

Answer:

Product sales force structure

Explanation:

Product sales force structure: This is a process by which an organization producing different product have sales forces for every products produced such that each salesperson specializes in the selling of a particular product.

GE adopted product sales force structure. They have salespersons for the different products produced in the company such as aviation, energy, transportation, water processing product and technologies.

Product sales force structure promotes specialization of skills in an organization. The salesperson in charge of selling a particular product will have to familiarize with the details of the product so as to give appropriate and accurate information to the consumers regarding the product. The continuity of the act leads to specialization in the sales of that product.

Product sales force structure tend to increase the profits of an organization because salespersons are now professionals in marketing the products.