This document discusses different types of sales organization structures including line, line and staff, functional, and horizontal structures. It also covers specializations within sales organizations such as geographic, product, and market specializations. Finally, it mentions the sales force staffing process and tools used for selection.

1. SALES AND
DISTRIBUTION
MANAGEMENT
Swarit Yadav

2. PGDM (IIM Raipur)
Bakhresa FMCG (South Africa)
Relationship Manager (HDFC Bank)
MD- Shyam Hospital
Faculty(MBA)- GLA University, Mathura
Swarit Yadav

3.  Purposes of a sales organization
 Determining the degree of centralization
 Allowing the degree of specialization
 Defining line and staff positions
 Showing market orientation
 Achieving effective coordination
 Ensuring a reasonable span of control

4.  Basic types of sales organization structure
 Line sales organization
 Line and staff sales organization
 Functional sales organization
 Horizontal sales organization

5. Line sales organization

6. Line and staff organization

7. Functional sales organization

8. Horizontal sales organization

9.  Specializations in sales organizations
 Geographic specialization
 Product specialization
 Market specialization
 Combination sales organization

10. Geographic specialization

11. Product specialization

12. Market specialization

13. Combination/Hybrid
organization

14. Comparison B/W different
structures

15. Sales force staffing process

16. Tools in selection process