Answer the following Questin based on the given Case Study:
The Case Topic is: "HP: Overhauling a Vast Corporate Sales Force..."
Questions for Discussions:
1. Which of the sales force structures described in the text best describes HP's structure?
2. What are the positive and negative aspects of HP's new sales force structure?
3. Describe some of the differences in the selling process that an HP sales rep might face in selling to a long-term established customer versus a prospective customer.
4. Given that Hurd has an effective sales force, does he really need to meet with HP partners as much as he does?
5. Is it possible for HP to function like a smaller company? Why or why not?
Attachment:- CASE-HP-Overhauling-a-Vast-Corporate-Sales-Force...rar