Modernform Co., Ltd. is one of Thailands leading manufacturer and seller of premium quality stand- alone furniture, system furniture, and custom furniture.

The company has four strategic business units (SBU) that manages a wide range of retail products, which is separated into 1) residential furniture, kitchens, and outdoor furniture; 2) office and system furniture; 3) health care products; and 4) lighting and decorative products. Modernform operates five retail outlets nationwide and distributes to overseas independent sales agent operating as authorized dealerships in Myanmar and Laos. These retail sales team are responsible for taking care of all consumer market. In addition to the companys retail operations, each SBU employs a B2B sales force responsible for all custom-built B2B furniture for major industrial and commercial projects including housing and condominium projects, office buildings, hotels, hospitals, education, and government projects in Thailand and abroad. These B2B sales teams are responsible for managing all the strategic account customers in Thailand.

***Instructions*** 1) choose only 2 to answer 2) write 1 paragraph maximum for each answer

1. Discuss two possible sales force organization structures Modernform might be using to organize their B2B sales team. Briefly explain why. (15 pts) 2. According to the case study, Modernform operates both retail sales and B2B sales. Which recruitment source should the company use to select most suitable candidates for these two sales positions? Please choose one best answer for each, and briefly explain why. (15 pts total, 7.5 pts each) 3. Do you agree to the companys decision to use independent sales agents in Myanmar and Laos? Depending on your answer whether you agree or disagree, what advantages or disadvantages does it have? (15 pts)