Q1. In designing salesforce structure, management decisions are to be made on the degree of specialization and centralization, span of control, and management levels. Explain to your friend what is meant by (1) salesforce specialization, (2) Centralization, (3) Span of control. In your posting, first provide an explanation as to what these THREE concepts mean and share you thoughts on the benefits of building a saleforce that is specializes by customer, product, or account types. - 5 points

Q2 - Salesforce can be organized based on Geography, Product, Market, Functions performed, and Accounts. Select any two organization strictures from the above list and provide you thoughts on the advantages and disadvantages. List and discuss at least two advantages and two disadvantages for each organization structure that you select to discuss. Total of four different points are expected. - 5 points (For example, If you list high cost as disadvantage you need to address how that structure results in high cost)