Suppose you are in charge of hiring and organizing a number of salespeople to handle the introduction of a new product line. Among the different ways of organizing the new hires (geographical etc.) a key question that has come up is the issue of using teams where members have shared responsibilities for their assignment or going with a structure where salespeople work individually.

Discuss the pros and cons of the different ways of teams vs. individual assignments. Discuss the performance measures that would be best suited for either way of organizing the sales force. Discuss the reward structure you would want to implement and explain what objectives your structures are intended to accomplish (and how).