MNM3703 ASSIGNMENT 1 2026
DUE AUGUST 2026
QUESTION 1
1.1 Describe the four types of sales department specialisation and provide a
South African example for each.
According to Drotsky (2016:38), sales departments are typically organised according
to four main types of specialisation:
Geographic Specialisation: The sales force is divided based on physical territories or
regions. Each salesperson is responsible for a specific area, like a province or city.
A company like SAB (South African Breweries) might have a salesperson responsible
only for the Western Cape, while another covers Gauteng. This ensures they
understand the local market conditions and customers in their specific area.
Product Specialisation: The sales team is divided based on the specific products or
product lines they sell. This is useful when a company has a wide range of complex or
technical products.
A company like Nestlé South Africa might have different sales teams. One team sells
only coffee products (like Nescafé), another sells only cereals (like Cheerios), and a
third sells only confectionery (like Bar-One). Each team becomes an expert in their
specific product range.
DUE AUGUST 2026
QUESTION 1
1.1 Describe the four types of sales department specialisation and provide a
South African example for each.
According to Drotsky (2016:38), sales departments are typically organised according
to four main types of specialisation:
Geographic Specialisation: The sales force is divided based on physical territories or
regions. Each salesperson is responsible for a specific area, like a province or city.
A company like SAB (South African Breweries) might have a salesperson responsible
only for the Western Cape, while another covers Gauteng. This ensures they
understand the local market conditions and customers in their specific area.
Product Specialisation: The sales team is divided based on the specific products or
product lines they sell. This is useful when a company has a wide range of complex or
technical products.
A company like Nestlé South Africa might have different sales teams. One team sells
only coffee products (like Nescafé), another sells only cereals (like Cheerios), and a
third sells only confectionery (like Bar-One). Each team becomes an expert in their
specific product range.
