Sales Organization Structure
SALES ORGANIZATION STRUCTURE
Introduction
Once the sales plan has been formulated, the next logical step is to organize a sales force to achieve the enterprise objectives. Decisions must be made as to the type of sales tasks required to be performed and as to how the sales people should be grouped together to ensure effectiveness and efficiency. The scope of their sales responsibility, line authority and accountability must be defined so that the sales activities can be well coordinated. The basic types of organizational structures and territorial designs that are used to define work relationships between sales personnel and their superiors will be discussed below.
Need for sales Organization
Sales organization which bridges the gap between the market and the productive capacity of the firm. As the market changes, the sales function accommodates through adjusting its organization and manner of operation. Shifts in size bf market operation, market trends, competitive position and other environmental factors may necessitate changes in existing sales organizations. An effective sales organization usually provides for growth and adaptability to such changes. Apart from providing a basic structure to facilitate working, sales organization has the following basic purposes. a) Defines lines or authority b) Establishes lines or communication c) Provides for coordination and balance d) Provides Insight into avenues or advancement e) Provides for coordination and balance f) Ensures that all necessary activities are assigned and Performed g) Establishes lines or communication
Sales organization which bridges the gap between the market and the productive capacity of the firm. As the market changes, the sales function accommodates through adjusting its organization and manner of operation. Shifts in size bf market operation, market trends, competitive position and other environmental factors may necessitate changes in existing sales
Introduction
Once the sales plan has been formulated, the next logical step is to organize a sales force to achieve the enterprise objectives. Decisions must be made as to the type of sales tasks required to be performed and as to how the sales people should be grouped together to ensure effectiveness and efficiency. The scope of their sales responsibility, line authority and accountability must be defined so that the sales activities can be well coordinated. The basic types of organizational structures and territorial designs that are used to define work relationships between sales personnel and their superiors will be discussed below.
Need for sales Organization
Sales organization which bridges the gap between the market and the productive capacity of the firm. As the market changes, the sales function accommodates through adjusting its organization and manner of operation. Shifts in size bf market operation, market trends, competitive position and other environmental factors may necessitate changes in existing sales organizations. An effective sales organization usually provides for growth and adaptability to such changes. Apart from providing a basic structure to facilitate working, sales organization has the following basic purposes. a) Defines lines or authority b) Establishes lines or communication c) Provides for coordination and balance d) Provides Insight into avenues or advancement e) Provides for coordination and balance f) Ensures that all necessary activities are assigned and Performed g) Establishes lines or communication
Sales organization which bridges the gap between the market and the productive capacity of the firm. As the market changes, the sales function accommodates through adjusting its organization and manner of operation. Shifts in size bf market operation, market trends, competitive position and other environmental factors may necessitate changes in existing sales