Sales Organization

Presented by: Sushant Mishra sushant_mishra1@yahoo.com

Purposes of Sales Organization
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To permit the development of specialists To assure that all necessary activities are performed To achieve coordination or balance To define authority To economize on execution time

Setting Up a Sales Organization
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Defining Objectives Determination of Activities and their Volume of Performance Grouping activities into positions Assignment of Personnel to positions Provisions for coordination and control

Basic Types of Sales Organizational Structures

Lines Sales Organization
General Manager

Sales Manager

Assistant Sales Manager Div. 1

Assistant Sales Manager Div. 2

Assistant Sales Manager Div. 3

Assistant Sales Manager Office

Salespeople

Salespeople

Salespeople

Office Staff

Line and Staff Sales Organization
President
VP (Marketing)
Advertising Manager General Sales Manager
Manager (Marketing Research)

Director (Sales and Training)

Sales Personnel Director
Assistant General Sales Manager

District Sales Managers Branch Sales Managers

Sales Personnel
Assistant to General Sales Manager

Sales Promotion Manager
Director of Dealer and Distribution Relations

Functional Type of Sales Organization
Director of Sales Administration

Installation and Service Manager

Manager of Sales Training

Manager of Sales Supervision

Manager of Sales Promotion

Manager of Dealer and Distribution Networks

Manager of Sales Personnel

Salesperson

Salesperson

Salesperson

Salesperson

Salesperson

Salesperson

Schemes for Dividing the Line Authority in the Sales Organization

Geographic Division of Line Authority
General Sales Manager
Sales Personnel Director
Eastern Division Sales Manager

Director of Sales and Training

Central Division Sales Manager

Director of Sales Promotion

Western Division Sales Manager

Director of Sales Analysis

Branch Sales Managers

Branch Sales Managers

Branch Sales Managers

Sales Personnel

Sales Personnel

Sales Personnel

Product Division of Line Authority
General Sales Manager

Sales Manager Product 1

Sales Director of Personnel Sales and Training Director

Director of Sales Promotion

Director of Sales Analysis

Sales Manager Product 2

Sales Personnel Product 1

Sales Manager Product 1

Customer Division of Line Authority
General Sales Manager
Director Product R and D
Manager, Lumber Industry Sales

Director of Sales Planning

Manager, Construction Industry Sales

Director of Sales Training

Manager, Mining Industry Sales

Director of Sales Promotion and Advertising

Branch Sales Managers

Branch Sales Managers

Branch Sales Managers

Sales Personnel

Sales Personnel

Sales Personnel

Marketing Channel Division of Line Authority
General Sales Manager
Sales Personnel Director Director of Sales Planning Sales Promotion Manager
Director of Customer Relations

Advertising Manager

Sales Manager Chain Store Sales

Sales Manager Wholesale Sales

Sales Manager Institutional Sales

Export Sales Manager

Sales Personnel

Sales Personnel

Sales Personnel

Sales Personnel

‘Thank You’