SALES ORGANISATION

STRUCTURE AND ETHICS

SAMAR SARABHAI
CONCEPTS INVOLVED IN SALES ORGANIZATION
STRUCTURE
• Specialisation
• Centralisation
• Span of Control
• Line vs. Staff Function
 SALES ORGANISATION STRUCTURE

• Geographic Sale Organisation

• Product Sales Organisation
• Market Sales Organisation
• Major Account Organisation
 GEOGRAPHIC SALES ORGANISATION

• Least specialized and most generalized sales force

• Sales people assigned a geographic area
• Responsible to all selling activities to all accounts in that geography
• Less Duplication of work
 PRODUCT SALES ORGANISATION

• Product Specialisation
• Sales people responsible for specific product or product lines
• Office Equipment, IT , ITES are some of the example
 MARKET SALES ORGANISATION

• Sales people are assigned a specific type of customers/ industry

• The basic objective is to ensure that salespeople understand how customer use and
purchase their products.
• IBM is good example
• Boeing and Airbus have many markets to serve
 MAJOR ACCOUNTS ORGANISATION

• Some firms receive a large percentage of their total sale from relatively few accounts.
• The term major accounts is used to refer large, important accounts that should receive
special attention from the sales organization.
• Alternate nomenclature for the same are key accounts or strategic accounts.
 ETHICAL ISSUES

• Bribery
• Deception
• The hard Sell
• Reciprocal Buying
• Gender Bias
• Salesperson coercion
• Promotional and Slotting Allowances