SALES

ORGANIZATIO
N

Presented ByDeepak Khandelwal

SALES ORGANIZATION

A sales organization is a organization of

individual either working together for the
marketing of products and services
manufactured by an enterprise or for
product that are procured by the firm for
the purpose of reselling.

A sale organization structural body through

which the function of sale management are
carried out.

elements OF SALES ORGANIZATIONS

To
To

permit the development of specialist

assure that all necessary activities are

performed
To

achieve coordination or balance

To

define authority

To

economize on executive time

PRINCIPLES OF SALES
ORGANIZATION

Span of control

Centralization & Decentralization

Integration & coordination of function

FACTOR INFLUENCING SALES ORGANIZATION

Product & service related factor

Organization related factor

Marketing mix related factor

External factor

Organization Design

It refers to the formal in cordination task of

assign territories & establishing flows of
communication & responsibilities of sales
group & individual to serve customer
effectively.

It helps in

Enhancing productivity
Reducing conflict
Improve an individual quality of work

PRODUCT ORGANIZATION DESIGN

National
Sales Manager

Eastern
Regional
Sales Manager

Northeast
District
Sales Manager

Equipment

Typewriter
Salesperson

Mid-Atlantic
District
Sales Manager

Minicomputer
Salesperson

Southern
District
Sales Manager

Programmable
Calculator
Salesperson

Copier
Salesperson

Large
Salesperson
Computer
Computer
Salesperson

PRODUCT ORGANIZATION DESIGN

Advantages

Allows focusing of sales effort

Expertise developed in limited number of

products

Disadvantages

More expensive to operate

May result in duplication of sales calls to

clients

LINE ORGANIZATION

Oldest & simplest structure

Widely used in smaller firms or firms with small
numbers
of
selling
personnels,
limited
geographical area or narrow product line
Chain of command run from top to down
All executives exercise line authority & each
sales person is responsible to next in the
hierarchy
No cross communication between persons at
same level
Greatest use in companies where all sales
persons report directly to the chief sales
executives

LINE ORGANIZATION

Advantages:

Problems of discipline & control are small

Authority & responsibility are clear
Saves time in making policy changes
Development of close relationship between
superior & subordinate
Administrative expenses are low

Disadvantages

Too much dependence on department head

Insufficient time for policy making & planning
Inappropriate for rapidly growing firms
Offers little opportunity to subordinates to
acquire management skills

LINE ORGANIZATION

General Manager
Sales Manager
Assistant sales
Manager
Division 1
Sales People

Assistant sales
Manager
Division 2
Sales People

Assistant sales
Manager
Division 3
Sales People

Assistant sales
Manager
Office
Office Staff

LINE & STAFF SALES ORGANIZATION

President
Vp marketing
Advertising
Manager
Director
Training

Gm sales

Sales personel
Director

Assistant
Gm sales

District sales manager

Branch sales manager
Sales personnel

Manager market research

Assistant
To
Gm sales

Sales
Promotion
Manager

LINE ORGANIZATION

In a pure line organization

Decision are made faster

Overhead cost are lower
Sales people need to follow the
command.

FUNCTIONAL SALES
ORGANIZATION
Each

individual in an organization should

have few distinctive duties as possible

Principle

of specialization is utilized to its

fullest extent

Sales

people receive instructions from

several executive but at different aspects
of their work

FUNCTIONAL SALES
ORGANIZATION

Advantages
Improved performance

Disadvantages
Not feasible for small & medium sized
firms
Suitable for large firms with stable
operations & with opportunity for
considerable division of labour

PRODUCT SALES ORGANIZATION

Advantages

Consistent with market driven strategy

Salespeople become customer experts

Disadvantages
More expensive

PRODUCT SALES ORGANIZATION

National
Sales Manager

National
Accounts
Manager

Eastern
Regional
Sales Manager

Manager
of
Export Sales

Northeast
District
Sales Manager

Mid-Atlantic
District
Sales Manager

Southern
District
Sales Manager

Salesperson
for Educational
Institutions

Salesperson
for Retail
Customers

Salesperson
for Manufacturers

Salesperson
for Government
Agencies

Salesperson
for Bank
Customers

Salesperson
for Wholesale
Customers

SIZE OF SALES FORCE

Three Method

Affordability method

Incremental method

Work load method

THANK
YOU