(PDF) Sales Force Management and Measurement

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Sales Case Exam MercadoTerm PaperMarch 19, 20181000 wordsNameInstitution
1SALES CASE EXAM MERCADO2. Design a distribution segmentation model that maximizes both its AE and ISR salesforcesTo maximize both the AE and ISR sales forces, the distribution segmentation will be onewhich is increasingly flexible, nuanced sales coverage model. This model will lend itself to thesales force segmentation strategy or approach.1The diagram below illustrates this intended1Roberge, Mark.The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to gofrom $0 to $100 Million. John Wiley & Sons, 2015.
2model:The sales force segmentation strategy will factor in opportunity as a key criterion. Here,the most experienced sales personnel will be matched with the most valuable advisoropportunities. However, the model will further assist the organization boost the chances ofmatching advisors with the sales personnel that relate to them as well as understand theirbusiness. Here, a gregarious and outgoing salesperson will not be the best partner for a quiet,analytical RIA, whereas an advisor who utilizes many alternative products would be willing to
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