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Customer (or market) sales force structure

Customer (or market) sales force structure refers to a sales force organization in which salespeople specialize in selling only to certain customers or industries.

More and more companies are now using a customer (or market) sales force structure to organize the sales force along customer or industry lines. Separate sales forces may be set up for different industries, serving current customers versus finding new ones, and serving major accounts versus regular accounts. Many companies even have special sales forces to handle the needs of individual large customers. For example, above its territory structure, Stanley Black & Decker has a Home Depot sales organization and Lowe’s sales organization.

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