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Field Sales Operations Split
Dividing sales roles between different types of activities, such as merchandising, order taking, and promotions, to optimize efficiency.
Implications
The division of field sales operations into distinct teams or areas, often based on geography, product lines, or customer segments, allowing for more focused and specialized sales efforts.
Example
Example: A pharmaceutical company uses a field sales operations split by assigning different teams to handle hospitals, clinics, and pharmacies, enabling more targeted sales strategies for each segment.
Related Terms
Different from a unified sales force, where all sales personnel cover the same territory or product line, a split allows for specialization and more tailored approaches to different markets or customers.
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