Report on Building Sales team for selling B2B products


Sales Team Structure, Roles and Rewards

You must choose a B2B product or service that would be available in the Australian marketplace such as a computer or telephony system, a large piece of machinery or professional service such as major consultancy. Please Note: You may choose a product or service that is also available for the B2C market. You are the Sales Director. Your task is to build a sales team structure that reflects appropriate staff numbers, their geographic location, their roles and remuneration packages, giving consideration to the distribution model that could exist and the costs and revenues that are assumed within this assignment. A National Sales Director (YOU) will need to be your starting point for a sectional Organization Chart, and your own salary, benefits and bonuses will be part of your required budgeted costs. Within your task is the need to investigate current sales salaries in the appropriate industry and you are advised to consider various incentive programs and include any that you consider appropriate. You may also wish consider internal and external sales roles, and web based structures. The product will likely define this choice.


Annual Sales: $25,000,000
Gross Margin: 50% excluding Selling Costs but inclusive of Advertising and Promotion
Net Profit required: 20% of sales revenue
(Simply put: You have $7.5M to spend at full sales achievement)
The Product or service should be available in all States and Territories (and NZ if you wish).


The question belongs to Marketing and it is about building a sales team structure report with industry standard staff members, their roles and responsibilities, their salaries, etc for selling B2B products in the Australian market. The industry that has been chosen here is the tourism industry.

Total Word Count 2806


Download Full Solution


  • HWA

    this is a very good website

  • HWA

    I have 50 questions for the same test your page is showing only 28

  • HWA

    hi can you please help or guide me to answer my assignments. thanks

  • HWA

    hi can anyone help or guide me to my assignments. thanks

  • HWA

  • HWA

    This solution is perfect ...thanks

  • HWA

    Hello Allison,I love the 2nd image that you did! I also, had never heard of SumoPaint, is something that I will have to exolpre a bit! I understand completely the 52 (or so) youtube videos that you probably watched. Sometimes they have what you want, sometimes they don't! However, it is always satisfying when you are able to produce something that you have taught yourself. Great job!Debra 0 likes

  • HWA

    Perfect bank of solution. 

  • HWA

    great !

  • HWA
    Paul Brandon-Fritzius

    thanks for the quick response. the solution looks good. :)

  • HWA
    tina Johnson

    thnx for the answer. it was perfect. just the way i wanted it. 

  • HWA

    works fine.