gaurav sharma 6360
TRANSCRIPT
-
7/29/2019 Gaurav Sharma 6360
1/22
SALES ORGANISATIONSTRUCTURE
Submitted byGaurav sharma
Roll No. 6360
-
7/29/2019 Gaurav Sharma 6360
2/22
SALESORGANIZATION
An organization of individuals either
working together for the marketing of
products and services manufactured
by an enterprise or for products thatare procured by the firm for the
purpose of reselling
A sales organization defines duties,
roles, rights, and responsibilities of
sales people engaged in selling
activities meant for the effective
execution of the sales function
-
7/29/2019 Gaurav Sharma 6360
3/22
FACTORSINFLUENCINGSTRUCTURE
Product and service related factors
Organization related factors
Marketing mix related factors
External factors:
the speed of market change
reduction in the number of vendors per
buyer closer to customer relationships
changes in regulations and international
practices
-
7/29/2019 Gaurav Sharma 6360
4/22
TALL & FLAT ORGANIZATION
STRUCTURES
Flat structures
Reduces the levels of management.
Widens span of control ofmanagement at various levels of
organisation.
More decentralized with regard to
decision-making
-
7/29/2019 Gaurav Sharma 6360
5/22
SPANOF CONTROLVS. MANAGEMENT
LEVELS
National
Sales
Manager
District
Sales
Manager
District
Sales
Manager
District
Sales
Manager
District
Sales
Manager
District
Sales
Manager
-
7/29/2019 Gaurav Sharma 6360
6/22
TALL & FLAT ORGANIZATIONSTRUCTURESTall structures- Have many levels of authority relative to the
organizations size.
- As levels in the hierarchy increase,
communication gets difficult.- The extra levels result in more time being taken
to implement decisions.
- Narrow span of control
- More centralized decision making
-
7/29/2019 Gaurav Sharma 6360
7/22
SPANOF CONTROLVS. MANAGEMENT LEVELSNational Sales
Manager
District
SalesManager
District
SalesManager
District
SalesManager
District
SalesManager
District
SalesManager
District
SalesManage
r
Regional Sales
Manager
Regional Sales
Manager
-
7/29/2019 Gaurav Sharma 6360
8/22
BASIC TYPESOF SALESORGANISATION STRUCTURE The grouping of activities into positions and the
charting of relationships of positions causes the
organization to take on structural form.
The most common structures are line & line and
staff. Functional organizational structures are rare.
Most sales department have hybrid
organizational structures, with variations to
adjust for personalities and to fit specific
operating conditions.
-
7/29/2019 Gaurav Sharma 6360
9/22
LINE SALES ORGANIZATION Lines of authority and instructions
are vertical, i.e. they flow from the
top to the bottom.
The unity of command is maintained
in a straight and unbroken line. It
implies that each subordinate
receives instructions from his
immediate superior alone and is
responsible to him only.
-
7/29/2019 Gaurav Sharma 6360
10/22
LINE SALES DEPARTMENT ORGANISATIONGeneralManager
Sales manager
AssistantSales manager
Division1
Salespeople
AssistantSales manager
Division2
Salespeople
AssistantSales manager
Division3
Salespeople
AssistantSales manager
Division4
Salespeople
-
7/29/2019 Gaurav Sharma 6360
11/22
LINE & STAFF SALESORGANISATION Refers to a pattern in which staff specialists
advise managers to perform their duties.
Staff managers provide advice to the linemanager who are generally specialists in the
field.
Staff positions are purely advisory innature. They have a right to recommend buthave no authority to enforce theirpreference on other dept.
The line executives are the DOERS orcommanders, where as, the specialists arethe THINKERS or advisors.
-
7/29/2019 Gaurav Sharma 6360
12/22
LINE & STAFF SALES ORGANISATIONPresident
Vice president inCharge of marketing
Advertising Manager General Manager
Director ofSales
Training
SalesPersonnelDirector
AssistantGeneral
sales Man
Direct Sales
manager
Branch Salesmanager
SalesPersonnel
SalesPromotionManager
Directorofdealer andDistributorrelations
Manager of
MarketingResearch
-
7/29/2019 Gaurav Sharma 6360
13/22
FUNCTIONAL SALES ORGANIZATION Functional structure is created by
grouping the activities on the basis of
functions required for the
achievement of organizationalobjectives.
Authority relationships in functional
structure may be in the form of line,
staff & functional.
-
7/29/2019 Gaurav Sharma 6360
14/22
FUNCTIONAL SALES ORGANIZATIONNational Sales
Manager
Fields Salesmanager
Regional SalesManager (4)
District SalesManager (16)
Salespeople(160)
TelemarketingSales manager
District SalesManager (2)
Salespeople(40)
-
7/29/2019 Gaurav Sharma 6360
15/22
SCHEMESFOR DIVIDING LINE AUTHORITY INTHESALES ORGANISATIONTasks of line administration are subdivided amongthese new assistants in one of the 3 ways:-
By Products :divisions created according to thetype of product or service.
By Geographic area: divisions based on the areaof a country or world served.
By Market: divisions based on the types ofcustomers served.
-
7/29/2019 Gaurav Sharma 6360
16/22
CUSTOMERAND PRODUCT DETERMINANTSOF SALES FORCE SPECIALIZATION
Market-Driven
Specialization
Product/Market-Driven
Specialization
Geography-Driven
Specialization
Product-DrivenSpecialization
Complex
Range of
Products
Customer Needs Similar
Simple
Product
Offering
Customer Needs Different
-
7/29/2019 Gaurav Sharma 6360
17/22
PRODUCT SALES ORGANIZATION
VPMarketing
ProductManager
(A)
Manager(Sales)
Manager(Promotion)
Manager(Training)
ProductManager
(B)
Manager(Sales)
Manager(Promotion)
Manager(Training)
-
7/29/2019 Gaurav Sharma 6360
18/22
GEOGRAPHIC SALES ORGANIZATIONVP
Marketing
NationalSales
Manager
DivisionalManager
(East)
RegionalSales
Manager
DistrictSales
Manager
Sales Staff
(City wise)
DivisionalManager(West)
RegionalSales
Manager
DistrictSales
Manager
Sales Staff(City wise)
DivisionalManager(North)
RegionalSales
Manager
DistrictSales
Manager
Sales Staff(City wise)
-
7/29/2019 Gaurav Sharma 6360
19/22
MARKET SALES ORGANIZATION
President,
Marketing
ProductManager (A)
Manager(Sales)
Manager(Training)
Manager(Promotion)
ProductManager (B)
Manager(Sales)
Manager(Training)
Manager(Promotion)
-
7/29/2019 Gaurav Sharma 6360
20/22
HYBRID SALES ORGANIZATION STRUCTUREMany large organizations have
divisional structureswhere eachmanager can select the best structurefor that particular division. One division may use a functional structure,
one geographic, and so on.
This ability to break a largeorganization into many smaller ones
makes it much easier to manage.
-
7/29/2019 Gaurav Sharma 6360
21/22
HYBRID SALES ORGANIZATION STRUCTURENational
SalesManager
CommercialAccounts
SalesManager
MajorAccounts
SalesManager
RegularAccounts
SalesManager
Field SalesManager
WesternSales
Manager
EasternSales
Manager
Telemarketing SalesManager
GovernmentAccounts
SalesManager
OfficeEquipment
SalesManager
OfficeSupplies
SalesManager
-
7/29/2019 Gaurav Sharma 6360
22/22