A product sales force structure is a sales force organization in which salespeople specialize in selling only a portion of a company’s product lines. Each salesperson is an expert in a specific product group.
This structure is appropriate when the product line is broad, complex, and requires in-depth technical knowledge. The advantage is that salespeople can provide better service and more in-depth answers to customers. The disadvantage is that it can lead to duplicate visits to the same customer if the customer purchases from different product lines.
