1. Which of the sales force structures discussed in the text best describes P&G’s CBD structure?
2. From the perspective of team selling, discuss the positive as well as some possible negative aspects to the customer business development sales organization.
3. Visit www.mypgcareer.com/activity/customer.html to learn more about the P&G CBD organization. Based on information on this Web site and information in this case, discuss the importance of recruiting, training, and compensation in making the CBD structure more effective.
4. Discuss some ways that the CBD structure may be more effective than a single sales rep for each step in the personal selling process.
5. It seems that P&G has the most effective sales force structure of any company in its industry. Why have competitors not been able to match it?

It seems that when it comes to personal selling, the term “win-win” gets thrown around so much that it has become a cliché. But at Procter & Gamble, the sales concept that the company benefits only as much as the customer benefits is a way of life. Since William Procter and James Gamble formed a family-operated soap and candle company in 1837, P&G has understood that if the customer doesn’t do well, neither will the company.