SEAT Pagine Gialle S.p.A. sales force is made of 1,618 agents (1,614 agents in 2006) and 104 employees (112 employees in 2006). Following the recent reorganisation – in November 2007 – it is structured and organised in 3 sales channels, based on customer segments (“Large Customers”, “SMEs & Local Sales”), in order to better understand and meet more effectively their specific communication needs. Specifically:

• the Large Customers Sales Department operates through a network of about 30 employees, Key Accounts and Sales Managers, and manages the so-called National customers, selected on the basis of their size, complexity and distribution throughout the territory, monitoring them constantly all year round.
  The Large Customers Sales Department is organised by business category in order to manage the advertising needs of complex customers with a specialist approach. In 2007, the Department set up two new sales structures within its organisation, targeted respectively to manage and develop SEAT offering for central and local Public Administration and to develop innovative multi-platform projects (in collaboration with the Marketing Department), to meet domestic customers’ needs at the maximum level of personalisation;
  
  
• the SMEs & Local Sales Department, established in November 2007, addresses SMEs and Local businesses, offering a more standardised service throughout Italy than the previous one by increasing coordination among sales networks and product offerings differentiated by customer segment. The new sales organisation is divided into 4 macro-areas (based on the classification proposed by the Nielsen research institute) and 37 markets (identified based on geographic similarities, sales potential and management optimisation). The new organisation employs Area Managers, who are responsible for managing and developing the sales network in the assigned area and for the economic results of that area, and Market Managers, who carry out similar tasks but at the market level, differentiated by customer segment, to ensure the effective satisfaction of the communication needs of each segment.
  The SMEs Sales Department, specifically, operates through a network of 1,282 agents coordinated by 37 Market Managers, addressing the communication market of SMEs and managing a total of about 400,000 customers.
  The Local Sales Department operates through two channels: the telephone channel and the territorial network of Field Agents (about 270). The Local Sales Department manages about 220,000 low potential customers and a relevant number of prospects. The product offering of this department is more basic, reflecting the communication needs of the target market.
  The network of Field Agents includes some specialists in Business to Consumer products or Local niche products.