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  • Topic-Organizing Salesforce: Presented by - Mithlesh Kumar Singh MBA-4 SEM

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    The document discusses different types of sales organizations. It describes four common types: line organization, line and staff organization, functional organization, and horizontal organization. For each type, it provides the characteristics, and advantages and disadvantages. The line organization has a simple structure with direct authority but less support. The line and staff organization adds specialist staff for support but increases costs. The functional organization assigns line responsibility to functional specialists but can cause confusion. The horizontal organization removes management layers and boundaries through cross-functional teams.

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    The document discusses different types of sales organizations. It describes four common types: line organization, line and staff organization, functional organization, and horizontal organization. For each type, it provides the characteristics, and advantages and disadvantages. The line organization has a simple structure with direct authority but less support. The line and staff organization adds specialist staff for support but increases costs. The functional organization assigns line responsibility to functional specialists but can cause confusion. The horizontal organization removes management layers and boundaries through cross-functional teams.

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    34 views7 pages

    Topic-Organizing Salesforce: Presented by - Mithlesh Kumar Singh MBA-4 SEM

    Uploaded by

    Mithlesh Singh
    The document discusses different types of sales organizations. It describes four common types: line organization, line and staff organization, functional organization, and horizontal organization. For each type, it provides the characteristics, and advantages and disadvantages. The line organization has a simple structure with direct authority but less support. The line and staff organization adds specialist staff for support but increases costs. The functional organization assigns line responsibility to functional specialists but can cause confusion. The horizontal organization removes management layers and boundaries through cross-functional teams.

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    of 7

    IIMT COLLEGE OF MANAGEMENT GRETAER NOIDA

    TOPIC-ORGANIZING SALESFORCE

    PRESENTED BY MITHLESH KUMAR SINGH MBA- 4th SEM


    SDM-Ch.5 1

    Concepts of Sales Organization


    A sales manager efficiently The basic are:

    organization assists the sales to carry out needed tasks and effectively to achieve results concepts of the sales organization

    Degree of centralization Degree of specialization Line or staff positions

    SDM-Ch.5

    Basic Types of Sales Organizations


    Sales organizations are generally classified into four basic types:
    Line Organization Line and staff organization Functional organization Horizontal organization

    SDM-Ch.5

    Line Organization
    Head Marketing Sales Manager Area Sales Manager3 Area Sales Manager4

    Area Sales Manager1

    Area Sales Manager2

    salespeople salespeople salespeople salespeople

    Characteristics: All managers have line authority to direct and control subordinates. Used in small firms / departments Advantages: Simple organisation, clear authority, quick decisions, low cost Disadvantages: No support to line managers from subordinates who have specialised knowledge / skills. Less time for planning / analysis
    SDM-Ch.5 4

    Line and Staff Organization

    Head-Marketing

    Marketing Research Manager

    Sales Manager

    Promotional Manager

    Customer Service Manager

    Area Sales Manager-1 Salespeople

    Area Sales Manager-1 Salespeople

    Area Sales Manager-1 Salespeople

    Characteristics: Specialist staff managers are available for senior marketing / sales managers. Staff managers role is to assist / advise line managers. Used in medium and large size organisations Advantages: Better marketing decisions, superior sales performance Disadvantages: High cost and coordination, slower decision making, conflict may arise if staff managers role is not clear
    SDM-Ch.5 5

    Functional Organization
    Head-Marketing

    Marketing Research Manager

    Sales Manager

    Promotional Manager

    Customer Service Manager

    Area Sales Manager #4

    Salespeople

    Characteristics: Each functional specialist has line responsibility over salespeople. Used by a large firm with many products / market segments, minimising line authority to functional managers Advantages: Qualified specialists guide salesforce, simple to administer Disadvantage: confusion due to more managers giving orders to salesforce
    SDM-Ch.5 6

    Horizontal Organization
    Research & Design Team: Customer Research Product / Service Design

    Operations Team: Production / Operations Quality Assurance Systems Engineering

    Planning Team: Strategic Planning Accounts, Finance HR, Administration Chief Operation Officer

    Customer Support Team: Information Service Training

    Customer Satisfaction Team: Sales & Marketing Pricing, Promotion Channels, Logistics

    Characteristics: Removes management levels & departmental boundaries. Except planning team, all others are members of cross-functional teams. Used by firms having partnering relationships with customers. Advantages: Reduction in supervision, unnecessary tasks, & cost; Improved efficiency and customer responses.
    SDM-Ch.5 7

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