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August 25, 2020

Sales management

Read the case carefully and answer the following six questions:

1. How common is it for companies to have such diverse customers? List all the unique issues and needs of the customers mentioned in this case. Be specific; there are quite a few things mentioned. How common are these issues across all industries?
2. Does Smith & Alvarez have the appropriate organizational strategy for its capabilities and the needs of its customers? Why, or why not? Whether you answer yes or no, make sure you provide suggestions for improvement in your answer.
3. Does Smith & Alvarez have the appropriate sales force organization structure for its capabilities and the needs of its customers? Why, or why not? Whether you answer yes or no, make sure you provide suggestions for improvement in your answer.
4. What changes would you make to its current structures and plans, and plans for growth?
5. Very specifically, how would you implement your plan?
6. Should companies restructure their sales forces to accommodate changing buyers needs? If so, how?

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