This document provides an overview of salesforce organisation and key account management. It discusses organizing the salesforce to meet marketing plan objectives within budget constraints. Factors that influence salesforce structure like budget, policies, markets are covered. Key account management aims for long-term partnering relationships through trust and understanding customer problems. Different salesforce structures like geographic, product, and account-based are outlined along with hybrid approaches common in small markets. Requirements for relationship selling and research on its effectiveness is presented.