14474951 sales-organization

1. Sales Organization
Presented by:
Sushant Mishra
[email protected]

2. Purposes of Sales Organization
To permit the development of specialists
To assure that all necessary activities are
performed
To achieve coordination or balance
To define authority
To economize on execution time

3. Setting Up a Sales Organization
Defining Objectives
Determination of Activities and their Volume
of Performance
Grouping activities into positions
Assignment of Personnel to positions
Provisions for coordination and control

4. Basic Types of Sales Organizational
Structures

5. Lines Sales Organization
General Manager
Sales Manager
Assistant Sales
Manager Div. 1
Assistant Sales
Manager Div. 2
Assistant Sales
Manager Div. 3
Assistant Sales
Manager Office
Salespeople Salespeople Salespeople Office Staff

6. Line and Staff Sales Organization
President
VP (Marketing)
Advertising Manager Manager (Marketing Research)General Sales Manager
Director (Sales and Training)
Director of Dealer and
Distribution Relations
Sales Promotion Manager
Assistant to General
Sales Manager
Assistant General
Sales Manager
District Sales Managers
Branch Sales Managers
Sales Personnel
Sales Personnel Director

7. Functional Type of Sales Organization
Director
of
Sales
Administration
Installation
and
Service
Manager
Manager of
Dealer and
Distribution
Networks
Manager
of
Sales
Personnel
Manager
of
Sales
Promotion
Manager of
Sales
Supervision
Manager
of
Sales
Training
Salesperson Salesperson Salesperson Salesperson Salesperson Salesperson

8. Schemes for Dividing the Line
Authority in the Sales Organization

9. Geographic Division of Line Authority
General
Sales
Manager
Sales
Personnel
Director
Western
Division
Sales
Manager
Director of
Sales
Analysis
Director
of
Sales
Promotion
Central
Division
Sales
Manager
Director of
Sales and
Training
Eastern
Division
Sales
Manager
Branch
Sales
Managers
Branch
Sales
Managers
Branch
Sales
Managers
Sales
Personnel
Sales
Personnel
Sales
Personnel

10. Product Division of Line Authority
General
Sales
Manager
Sales
Manager
Product 1
Director of
Sales
Analysis
Director
of
Sales
Promotion
Director of
Sales and
Training
Sales
Personnel
Director
Sales
Manager
Product 2
Sales
Personnel
Product 1
Sales
Manager
Product 1

11. Customer Division of Line Authority
General
Sales
Manager
Director
Product
R and D
Manager,
Mining
Industry
Sales
Director of
Sales
Promotion and
Advertising
Director
of
Sales
Training
Manager,
Construction
Industry
Sales
Director of
Sales
Planning
Manager,
Lumber
Industry
Sales
Branch
Sales
Managers
Branch
Sales
Managers
Branch
Sales
Managers
Sales
Personnel
Sales
Personnel
Sales
Personnel

12. Marketing Channel Division of Line
Authority
General
Sales
Manager
Sales
Personnel
Director
Advertising
Manager
Director of
Customer
Relations
Sales
Promotion
Manager
Director of
Sales
Planning
Sales Manager
Institutional Sales
Sales Personnel
Sales Manager
Wholesale Sales
Sales Personnel
Export
Sales Manager
Sales Personnel
Sales Manager
Chain Store Sales
Sales Personnel

13. ‘Thank You’