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ORGANIZING THE SALES FORCE

The Increasing Importance Of Sales

Organization DecisionsPurpose Of Sales Organization

Horizontal Structure Of The Sales Force

Organizing To Service National & Key AccountsVertical Structure Of The Sales Organization

Startup Of New Sales Force

Some Additional Question

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The Increasing Importance Of Sales Force

1.

Organizing activities and management of the salesforce is a major part of strategic sales planning

2. Performance problems arose

The importance of designing an appropriate

organizational framework for the sales force as anintegral part of firms sales program and examinesissues involved in developing such a framework.

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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

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Line and Staff sales organization

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Horizontal Structure of the Sales Force

Deciding on a company sales force or independentagents 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

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Cost comparison between a companysales force and independent agents

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Geographic Sales Organization

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Sales force organized by Product Type

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Sales force organized by Customer Type

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Organizing to Service National and Key Accounts

National or key accountsAssigning key accounts to sales executives

A separate key account division

A separate sales force for major accounts Team selling

Team selling

Selling center

Multi-level selling

Co-marketing alliances

Logistical alliances and computerized ordering

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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

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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

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Some Additional Questions

1. How many sales people a firm should hire?

2. How should these people be deployed?

3. How should sales territories be defined?

4. What quota, if any, should be assigned toeach sales territory?

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Six Cs of finding a good sales representative