SALES ORGANIZATION

Agenda

Introduction to Sales Organization

Significance of Sales Organization

Setting up a Sales Organization

Types of Organizational Structures

Functions of Sales Organization

Co-ordination with other departments

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 Setting Up a Sales Organization

DEFINING THE OBJECTIVE

Set both quantitative as well as qualitative objectives
Qualitative objectives are indispensable for long-range planning, thus, kept in mind
in short range planning also
Quantitative objectives are required as operating guideposts

DELINEATING THE NECESSARY ACTIVITIES

Determining the necessary activities & their volume of performance is based on
qualitative & quantitative objectives
Also helps in determining which activities to be performed in what volume

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 Setting Up a Sales Organization

GROUPING ACTIVITIES INTO ‘JOBS’ OR ‘POSITIONS’

activities identified are allocated to different positions
activities are grouped so that closely related tasks are assigned to same positions
each position must also contain some variations

ASSIGNING PERSONNEL TO POSITIONS

whether to recruit special individuals to fill the positions or to modify the positions
to fit the capabilities of available persons

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 Setting Up a Sales Organization

PROVIDING FOR COORDINATION AND CONTROL

sales executives require means to control their subordinates & to coordinate their
efforts
they should not be overburdened nor should have too many subordinates

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 Instruments for Organizational
Control

1. WRITTEN JOB DESCRIPTION

reporting relationship
job objectives, duties & responsibilities
performance measurements

2. AN ORGANIZATION CHART
reduces confusion about individuals role
delineates formal relationship

3. ORGANIZATIONAL MANUALS
extension of organization chart
contains chart for both the company & the department

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Thank you
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Bibliography

 https://www.projects4mba.com/aidas-theory-selling/680/
 Sales Management-Decisions, Strategies and cases, Prentice Hall
 https://www.act365.com/7-step-sales-process/
 https://salespop.net/crm-sales-software/what-is-key-account-management/
 http://ecoursesonline.iasri.res.in/mod/page/view.php?id=30554