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Article: Fast forward on the sales force: where do we go from here?
- Article from:
- Medical Marketing & Media
- Article date:
- September 1, 1996
- Author:
CopyrightCOPYRIGHT 1996 Haymarket Media, Inc. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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The first question is obvious: Where is here? With so many companies making radical changes to their sales force structures, the here-and-now of today's sales force is best described as a hodgepodge of traditional and cutting-edge approaches. While some companies remain firmly committed to the advantages of a command-and-control type of structure - the classical approach that many of us grew up in - others are running to embrace the virtues of the decentralized, flat structure characterized by regional units.
Regional units we are told, are the future. Smaller, lighter, less costly, and more focused on the bottom line than any previous sales force alignment, ...