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    4 - Organizing The Sales Force

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    Mithlesh Singh
    The document discusses various approaches to organizing a sales force. It describes horizontal and vertical sales force structures and considerations for different organizational models like geographic, product-based, or customer-focused structures. National and key account organization is also addressed, including dedicated teams or divisions. Factors in starting a new sales force like developing a strategy, appointing leadership, leveraging strengths, and providing support are outlined. Questions around optimal sales force size, deployment, territory definition, and quotas are also presented.

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    4 - Organizing The Sales Force

    Uploaded by

    Mithlesh Singh
    333 views14 pages
    The document discusses various approaches to organizing a sales force. It describes horizontal and vertical sales force structures and considerations for different organizational models like geographic, product-based, or customer-focused structures. National and key account organization is also addressed, including dedicated teams or divisions. Factors in starting a new sales force like developing a strategy, appointing leadership, leveraging strengths, and providing support are outlined. Questions around optimal sales force size, deployment, territory definition, and quotas are also presented.

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    how the salesforce organised in a organisation

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    4 - Organizing the Sales Force

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    The document discusses various approaches to organizing a sales force. It describes horizontal and vertical sales force structures and considerations for different organizational models like geographic, product-based, or customer-focused structures. National and key account organization is also addressed, including dedicated teams or divisions. Factors in starting a new sales force like developing a strategy, appointing leadership, leveraging strengths, and providing support are outlined. Questions around optimal sales force size, deployment, territory definition, and quotas are also presented.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    333 views14 pages

    4 - Organizing The Sales Force

    Uploaded by

    Mithlesh Singh
    The document discusses various approaches to organizing a sales force. It describes horizontal and vertical sales force structures and considerations for different organizational models like geographic, product-based, or customer-focused structures. National and key account organization is also addressed, including dedicated teams or divisions. Factors in starting a new sales force like developing a strategy, appointing leadership, leveraging strengths, and providing support are outlined. Questions around optimal sales force size, deployment, territory definition, and quotas are also presented.

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    You are on page 1of 14

    ORGANIZING THE SALES FORCE

    The

    Increasing Importance Of Sales Organization Decisions Purpose Of Sales Organization Horizontal Structure Of The Sales Force Organizing To Service National & Key Accounts Vertical Structure Of The Sales Organization Startup Of New Sales Force Some Additional Question

    The Increasing Importance Of Sales Force


    1.

    2.

    Organizing activities and management of the sales force is a major part of strategic sales planning Performance problems arose

    The importance of designing an appropriate organizational framework for the sales force as an integral part of firms sales program and examines issues involved in developing such a framework.

    Purpose of Sales Organization

    Division and specialization of labor

    Line organization Line and Staff organization

    Stability and Continuity of organizational performance Co-ordination and integration

    Line and Staff sales organization

    Horizontal Structure of the Sales Force

    Deciding on a company sales force or independent agents

    Types of agents

    Manufacturers representatives Selling agents

    Deciding when outside agents are appropriate


    Economic criteria Control and strategic criteria Transaction costs and its analysis

    Geographic organization Product organization Organization by customer type or market Organization by selling function The role of telemarketing

    Cost comparison between a company sales force and independent agents

    Geographic Sales Organization

    Sales force organized by Product Type

    Sales force organized by Customer Type

    Organizing to Service National and Key Accounts

    National or key accounts


    Assigning key accounts to sales executives A separate key account division A separate sales force for major accounts
    Team selling Selling center

    Team selling

    Multi-level selling Co-marketing alliances Logistical alliances and computerized ordering

    Vertical Structure of the Sales Organization

    Key questions How many levels of managers should there be? Span of control Selling responsibilities Sales related functions The Impact of new technologies Staff support and outsourcing

    Startup Of A New Sales Force

    Start with a strategy Appoint an expansion team Leverage existing strengths Go to the press Avoid compensation Provide support

    Some Additional Questions

    1.

    2.
    3. 4.

    How many sales people a firm should hire? How should these people be deployed? How should sales territories be defined? What quota, if any, should be assigned to each sales territory?

    Six Cs of finding a good sales representative

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