Responsibilities and roles are identified and then given to specific staff (Paul 61). Merits and Demerits of the Geographical Sales Structure The main advantage is that the area sales staff has a small area of work and hence he or she gets to know the market and customers more intimately. The sales representative covers only a small geographical region. Therefore, it is easy to make decisions regarding the needs of the clients and the level of their expectations. The main disadvantage of the geographical sales organization is the high administrative and organizational costs. They will immediately fit into the new roles because they perfectly understand the mission, vision, goals, and values of the company (Paul 63). Hiring internal candidates has disadvantages. Internal candidates do not have new ideas of improving sale activities. They are used to the normal organizational methods of conducting sales activities. Internal candidates are expensive to hire because they usually deman...
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