2 For the first 50 years of business, the Johnson Carpet Company produced carpets for residential use. The salesforce was structured geographically.
In the past five years, a large percentage of carpet sales have been to industrial users, hospitals, schools, and architects. The company also has broadened its product line to include area rugs, Oriental carpets, and wall-to-wall carpeting. Is the present salesforce structure appropriate, or would you recommend an alternative?