Sales and Distribution Management

ASSIGNMENT

TOPIC:- SALES ORGANISATION

SUBMITTED TO: - SUBMITTED BY:-

MR. SHALENDRA SINGH GUDDU SHARMA
2008CBA025
BBA-VI th
Introduction:- Sales Organization

Effective sales executives insist upon sound organization. They recognize that the sales
organization must achieve both qualitative and quantitative personal selling objectives.
Over the long haul, it must achieve qualitative objectives those concerning personal
selling’s expected contributions to achievement of overall company objectives. In the
short run, it must attain the quantitative personal – selling objectives not only sales
volume but other objectives related to “profit”(such as keeping selling expenses within
certain limits) and to “competitive position”(such as attaining given market
shares).achieving short-run quantitative personal selling objectives precedes attainment
of the long-run qualitative personal selling objectives.

The effective sales executive looks upon the sales organization both with respect to
“here and now” and to the “future.” but the sales organization makes its major
contribution in the present and the near term-recognizing this, the effective sales
executive builds both sales-minded less and profit-mindedness into the sales
organization. A sales organization is both an orienting point for cooperative endeavor
and a structure of human relationships. It is group of individuals striving jointly to reach
qualitative and quantitative objectives, and bearing informal and formal relations to one
another. Implicit in the concept of a sales organization is formal relations to one
another. implicit in the concept of a sales organization is the notion that individual
members cooperate to attain ends.

The sales organization is not an end in itself but rather the vehicle by which individuals
achieve given ends. Existence of a sales organization implies the existence of patterns of
relationship among subgroups and individuals established for purposes of facilitating
accomplishment of the group’s aims. Organization defects often trace to lack of
attention given to sale organization during the early existence of a company. When
setting up business, management is more concerned with financing and non-marketing
problems. Executives of new enterprises consider organization, but most often these
relate to no marketing activities. In manufacturing, for example, as products are
improved, production quantities increased, new products added, and production
processes developed, the manufacturing organization is adapted to changed situations.

Similar alterations in the sales organization are frequently neglected or postponed. She
organizations in many companies evolve without regard for changing conditions. The
basic setup designed when the company was new remains, despite, for example,
changes in selling style and size of sales force. The sales organization, after all, is the
vehicle through which personal-selling strategy is implemented. A well designed sales
organization, like a well – designed automobile, accomplishes more, and more
economically, than does one that is an artifact. The sales organization should be
adjusted to fit-ideally, to anticipate changing situations. Shifts in marketing, in
competition, and in other business factors calls for changes in the sales organization.
The ideal sales organization has a built in adaptability allowing it to respond
appropriately in fluid and diverse marketing environments.
Purpose of sales organization:-

To permit the development of specialist

To assure that the all necessary activities are performed
To achieve co-ordination or balance
To define authority
To economize on executive time

Setting up the sales organization

Defining the objectives

Determination of activities and their volume of performance
Grouping activities into positions.
Assignment of personnel to positions
Provisions of co-ordination and control
Basics types of sales organization structures

Lines sales organisation