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?

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