, MNM3703
ASSIGNMENT 1 SEMESTER 2
2026
DUE 24 AUGUST 2026
QUESTION 1
1.1 Types of Sales Department Specialisation
Sales departments are typically structured to enable specialisation. The four basic types of
specialisation are:
Geographical Specialisation: The sales force is divided by geographic territory, with each
salesperson responsible for all products and customers within that specific area. This structure is
efficient for covering broad markets and reducing travel costs.
South African Example: A national beverage distributor like CCBSA (Coca-Cola Beverages South
Africa) may structure its sales teams by province or region (e.g., a sales team for Gauteng, another
for KwaZulu-Natal, etc.) to manage local retail relationships effectively.
Product Specialisation: The sales force is organised according to product lines or categories.
Salespeople become experts in specific products, allowing them to provide in-depth technical
information and tailored service. Product proliferation often prompts this structure
(Nieuwenhuizen, Dilotsotlhe & Cant, 2024, p. 25).
Sub-specialisations of Product Specialisation (Nieuwenhuizen et al., 2024, p. 25):
Product-Specific: Salespeople sell a single, complex product line (e.g., a team selling only
mainframe computers).
Product-Category: Salespeople sell a range of related products (e.g., a team selling all
computing hardware, separate from a team selling software).
Customer/Market Specialisation: The sales force is organised by the type of customer or market
segment served (e.g., by industry, company size, or distribution channel). This approach allows for
a deep understanding of specific customer needs and challenges (Nieuwenhuizen et al., 2024, p.
25).
South African Example: A financial services company like Momentum Metropolitan might have one
sales team dedicated to serving corporate clients, another team focused on individual consumers,
and a third specialising in the public sector.
ASSIGNMENT 1 SEMESTER 2
2026
DUE 24 AUGUST 2026
QUESTION 1
1.1 Types of Sales Department Specialisation
Sales departments are typically structured to enable specialisation. The four basic types of
specialisation are:
Geographical Specialisation: The sales force is divided by geographic territory, with each
salesperson responsible for all products and customers within that specific area. This structure is
efficient for covering broad markets and reducing travel costs.
South African Example: A national beverage distributor like CCBSA (Coca-Cola Beverages South
Africa) may structure its sales teams by province or region (e.g., a sales team for Gauteng, another
for KwaZulu-Natal, etc.) to manage local retail relationships effectively.
Product Specialisation: The sales force is organised according to product lines or categories.
Salespeople become experts in specific products, allowing them to provide in-depth technical
information and tailored service. Product proliferation often prompts this structure
(Nieuwenhuizen, Dilotsotlhe & Cant, 2024, p. 25).
Sub-specialisations of Product Specialisation (Nieuwenhuizen et al., 2024, p. 25):
Product-Specific: Salespeople sell a single, complex product line (e.g., a team selling only
mainframe computers).
Product-Category: Salespeople sell a range of related products (e.g., a team selling all
computing hardware, separate from a team selling software).
Customer/Market Specialisation: The sales force is organised by the type of customer or market
segment served (e.g., by industry, company size, or distribution channel). This approach allows for
a deep understanding of specific customer needs and challenges (Nieuwenhuizen et al., 2024, p.
25).
South African Example: A financial services company like Momentum Metropolitan might have one
sales team dedicated to serving corporate clients, another team focused on individual consumers,
and a third specialising in the public sector.
