The sales force acts as a critical connection between the organization and its customers that is why APS should also employ sales force to promote their business (Kotler, Armstrong, 2008) in the new region. The company currently is only concentrating on B2B sales; therefore the sales force will play an important role in winning contracts with medium and small clients. The sales force will conduct market research, will provide customer service, build contacts and win contracts with organizations (Kotler, Armstrong, 2008). Through employing a sales force, the company will be able to know its customers better, develop market intelligence and gain an edge over its competitors. The right organizations and businesses will be targeted with the help of sales force and the relationships with these prospective clients and existing clients will be maintained by the sales force.
The services of APS will be promoted through personal presentations to the corporate customers by the sales force. The purpose of these presentations is to make sales to the prospective customers and to build long-term relationships with the customers. The sales force represents the company when it is with the clients, informing the clients about the company and about the services and answering any clients' queries (McGraw-Hill Companies, 2003). When they are inside the company, they represent the customers, stating the clients' needs, interests and expectations to the company. The information that the sales force brings about the customers is very vital for the company, so that it can modify the services or introduce any new service that is in demand.
The sales force can be organized into product sales force structure in which the sales force specializes in selling only a segment of the company's products or services (Spiro, Stanton and Rich, 2003). In this type of sales force organization, the sales people should be expert in the product that they are selling. APS provides a range of plumbing services like drain cleaning, leak detection and repair, toilet repair, etc. Therefore under the product sales force organization, the sales force of APC will need to be specialized to sell a single category of service. The second type of sales force organization is territorial sales force structure (Spiro, Stanton and Rich, 2003). Under this structure, each salesperson is given an exclusive geographic location to sell the full line of products or services of the company (Spiro, Stanton and Rich, 2003). The salesperson who is assigned a particular territory will be responsible for the sales to all the customers in that territory. APS will be using sales force only in the eastern region where it is thinking to open up a new office. Therefore the eastern region will be divided into different territories and the assigned to a sales person. The third type of sales force structure is customer sales force organization (Spiro, Stanton and Rich, 2003). Under this organization, the salespeople will specialize in selling to only particular customers or industries. The company can either organize its sales force along the industry line or for serving particular customers.
The most appropriate method of organizing the sales force for APS would be territorial sales force structure. This is because through this organization, each salesperson's role and responsibility will be defined and each