The document outlines the organizational structure and functions of a marketing and sales department. It includes sections on organizing the department, factors that affect the sales department, recruiting and hiring salespeople, training salespeople, managing salespeople, types of marketing and sales meetings, types of sales records, sales filing, and evaluating the marketing and sales office. The overall purpose is to provide guidance on setting up and running an effective marketing and sales operation.

1. Marketing & Sales Department
SALES OFFICE
THE SALES AREA
RECRUITING & HIRING, TRAINING SALES
PERSON

2. General
Manager
Assistant GM
Director of Marketing
Director of advt
Director of Sales Director of
& Public
Revenue
relations
Telemarketing Market Research Managemen
Asst t
director Coordinator
Director
Sales Manager
Secretary Secretary
Clerical Staff
Salesperson
Clerical
Staff
BAC 2211 Sales & Marketing 2 4/16/2012

3. Organizing the Marketing & Sales office
3
Factors affecting the organization of a marketing &
sales department
 The organization’s goal & objectives
 The budget available for marketing & sales
 Available outside assistance
 The total market potential & the number of people
needed to take advantage of that potential.
BAC 2211 Sales & Marketing 4/16/2012

4. Factors affecting the functioning of the sales
department
4
 The sales area
 Recruiting & hiring effective sales person
 Training salespeople
 Managing salespeople
 Evaluating salespeople
 Compensating salespeople
 Supplemental sales staff
BAC 2211 Sales & Marketing 4/16/2012

5. Sales Area
5
 Easily accessible but private
 Adjacent to meeting rooms
 Information sheet of products
 Samples of products
 Photograph of events
 Awards received
BAC 2211 Sales & Marketing 4/16/2012

6. Recruiting & hiring
6
Characteristics of sales personnel
 Professional
 Ability to communicate
 Intelligence
 Ability to analyze
 Motivation
 Efficiency
 Persistence
 Empathy
 Curiosity
BAC 2211 Sales & Marketing EHL 4/16/2012

7. Training Salespeople
7
 Product knowledge- product fact book, rate structure,
market segment, sales reports
 Office procedures- SOP
 Performance standards- sales quotas, deadlines,
numbers, types of sales calls, correspondence, inter
property communication
 Salesmanship- identify the personality type of buyers-
director, socializer, relater, thinker
 Training techniques- Simulated sales calls, double
calling, market segmentation drills, case study exercises,
in-basket drills
BAC 2211 Sales & Marketing EHL 4/16/2012

8. Personality types of buyers
8
 Director
 Socializer
 Relater
 Thinker
BAC 2211 Sales & Marketing EHL 4/16/2012

9. Training techniques
9
 Simulated sales call
 Double calling
 On joint calls
 On coaching calls
 On model calls
 Market segmentation drills
 Case study exercise
 In basket drills
BAC 2211 Sales & Marketing EHL 4/16/2012

10. Managing salespeople
10
 Assigning account responsibility
 Evaluating salespeople
 Compensating salespeople
 Supplemental sales staff
BAC 2211 Sales & Marketing EHL 4/16/2012

11. Types of marketing & sales meeting
11
 Weekly staff meetings
 Weekly function meetings
 Monthly sales meetings
 Marketing committee team meetings
 Annual or semiannual sales meeting
BAC 2211 Sales & Marketing EHL 4/16/2012

12. Types of sales records
12
 Call reports
 Lost business reports
 Master account card
 Account file
 Trace file
 Trace card
BAC 2211 Sales & Marketing EHL 4/16/2012

13. Sales filling
13
 Alphabetical
 Keyword alphabetical
 Numerical
 Master card file
 Account file
 Trace file/ Tickler file
BAC 2211 Sales & Marketing EHL 4/16/2012

14. Evaluating the marketing & sales office
14
 Customers needs come first, role of marketing is to
fulfill those needs
 Thorough understanding of marketing plan
 Knowledge of the product, competition, market place
 Salespeople submitting a weekly call plan, including
assigned accounts to be traced & followed up
 Proper maintenance & security of account file,
including trace & follow up file
 All systems of operations in place
BAC 2211 Sales & Marketing EHL 4/16/2012