Embed Size (px)
DESCRIPTION
Citation preview
Purposes of Sales Organization To permit the development of specialists To assure that all necessary activities are
performed To achieve coordination or balance To define authority To economize on execution time
Setting Up a Sales Organization Defining Objectives Determination of Activities and their Volume
of Performance Grouping activities into positions Assignment of Personnel to positions Provisions for coordination and control
Basic Types of Sales Organizational Structures
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
Line and Staff Sales OrganizationPresident
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 GeneralSales Manager
District Sales Managers
Branch Sales Managers
Sales Personnel
Sales Personnel Director
Functional Type of Sales OrganizationDirector
of Sales
Administration
Installation and
Service Manager
Manager of Dealer andDistributionNetworks
Manager of
Sales Personnel
Manager of
Sales Promotion
Manager ofSales
Supervision
Manager of
Sales Training
Salesperson Salesperson Salesperson Salesperson Salesperson Salesperson
Schemes for Dividing the Line Authority in the Sales Organization
Geographic Division of Line AuthorityGeneral
SalesManager
Sales PersonnelDirector
WesternDivisionSales
Manager
Director ofSales
Analysis
Directorof
SalesPromotion
CentralDivisionSales
Manager
Director ofSales andTraining
Eastern Division
Sales Manager
Branch Sales
Managers
Branch Sales
Managers
Branch Sales
Managers
SalesPersonnel
SalesPersonnel
SalesPersonnel
Product Division of Line AuthorityGeneral
SalesManager
SalesManagerProduct 1
Director ofSales
Analysis
Directorof
SalesPromotion
Director ofSales andTraining
Sales PersonnelDirector
SalesManagerProduct 2
SalesPersonnelProduct 1
SalesManagerProduct 1
Customer Division of Line AuthorityGeneral
SalesManager
DirectorProduct R and D
Manager,Mining
IndustrySales
Director ofSales
Promotion andAdvertising
Directorof
SalesTraining
Manager,Construction
IndustrySales
Director ofSales
Planning
Manager,Lumber Industry
Sales
Branch Sales
Managers
Branch Sales
Managers
Branch Sales
Managers
SalesPersonnel
SalesPersonnel
SalesPersonnel
Marketing Channel Division of Line Authority
General Sales
Manager
Sales Personnel
Director
AdvertisingManager
Director ofCustomerRelations
SalesPromotionManager
Director ofSales
Planning
Sales ManagerInstitutional Sales
Sales Personnel
Sales ManagerWholesale Sales
Sales Personnel
ExportSales Manager
Sales Personnel
Sales ManagerChain Store Sales
Sales Personnel
‘Thank You’
