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Sales Organization Presented by: Sushant Mishra [email_address]
Purposes of Sales Organization <ul><li>To permit the development of specialists </li></ul><ul><li>To assure that all neces...
Setting Up a Sales Organization <ul><li>Defining Objectives </li></ul><ul><li>Determination of Activities and their Volume...
Basic Types of Sales Organizational Structures
Lines Sales Organization General Manager Sales Manager Assistant Sales  Manager Div. 1 Assistant Sales  Manager Div. 2 Ass...
Line and Staff Sales Organization President VP (Marketing) Advertising Manager Manager (Marketing Research) General Sales ...
Functional Type of Sales Organization Salesperson Salesperson Salesperson Salesperson Salesperson Salesperson Director of ...
Schemes for Dividing the Line Authority in the Sales Organization
Geographic Division of Line Authority General  Sales Manager Sales  Personnel Director Western Division Sales  Manager Dir...
Product Division of Line Authority General  Sales Manager Sales Manager Product 1 Director of Sales Analysis Director of  ...
Customer Division of Line Authority General  Sales Manager Director Product  R and D Manager, Mining Industry Sales Direct...
Marketing Channel Division of Line Authority General  Sales Manager Sales Personnel Director Advertising Manager Director ...
‘ Thank You’
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14474951 sales-organization

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Transcript of "14474951 sales-organization"

  1. 1. Sales Organization Presented by: Sushant Mishra [email_address]
  2. 2. Purposes of Sales Organization <ul><li>To permit the development of specialists </li></ul><ul><li>To assure that all necessary activities are performed </li></ul><ul><li>To achieve coordination or balance </li></ul><ul><li>To define authority </li></ul><ul><li>To economize on execution time </li></ul>
  3. 3. Setting Up a Sales Organization <ul><li>Defining Objectives </li></ul><ul><li>Determination of Activities and their Volume of Performance </li></ul><ul><li>Grouping activities into positions </li></ul><ul><li>Assignment of Personnel to positions </li></ul><ul><li>Provisions for coordination and control </li></ul>
  4. 4. Basic Types of Sales Organizational Structures
  5. 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. 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. 7. Functional Type of Sales Organization Salesperson Salesperson Salesperson Salesperson Salesperson Salesperson 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
  8. 8. Schemes for Dividing the Line Authority in the Sales Organization
  9. 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. 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. 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. 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. 13. ‘ Thank You’
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