sales information system

sales organization

1. Sales Organization- Structure, sales information system Submitted by Ajay Kumar 14380MA004

2. Definition Sales organization is a group of people working together to achieve the objective of sales-which is to capture a certain share of market while satisfying the customers. I t undertakes the effective marketing of products produced by the undertaking or even products purchased for resale.

3. Need and Importance of Sales O rganization Defines Lines of Authority Establishes Basis of Communication Provides for Coordination and Balance Ensures that all Necessary Activities are Assigned and Performed

4. Functional Sales Organization Account Executives (salespeople) Industry Sales Managers Systems reps (technical support) Systems Manager Market Administration (training and installation) Administrative Manager Division Marketing Manager

5. Functional Sales Organization Focus on phases in customer relationship: Decision can be taken promptly. The number and size of department can be decided on the basis of requirement of the enterprise. Follow-up technical support and service. Similar type of activities can be grouped under a particular department.

6. Product Sales O rganization The profitability of each product can be found easily Healthy competition can be maintained between different products. The top executive can have detailed information on the sales condition on each product. It is difficult to coordination between different departments

7. Customer Oriented S ales O rganization When the department action of sales organization is done on customer basis , it is called customer oriented sales organization. The customer may be grouped in the form of direct consumers , middleman customers , manufacturer customers or may be government office customers. The customer can be paid special attention according to their varying needs.

8. Geography Oriented S ales O rganization Tends to achieve lowest costs Travel time and expenses are minimized Sales Administration and overhead costs are kept low. Local problems and local market conditions can be understood and tackled by the executives efficiently.

9. Sales Information S ystem Sales management information system facilitates managers to actually see the productivity of each sales territory, sales person and distribution. Sales management system is used in: Sales Analysis Distribution System Direct Sales Advertising Direct Response Service Centre.

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