Types of sales organisation structure

By Larry Alton In: While you may find similar organizations within the same industry, there will always be nuances and differences between every brand.

Types of sales organisation structure

The following are the basis of forms of sales organization: In the case of a large sized firm, sales organisation may be made on the basis of geographical area. In this case duplication of selling agents is eliminated.

A single trader or salesman sells the products of a producer in a particular area or locality.

Sales Organisation: 4 Forms of Sales Organisation – Explained!

Producers selling the production at a national or international level prepare their sales organisation on this basis. This is shown in the following diagram: On The Basis Of Products: In such a form of sales organisation departments for the sale of different types of products are established.

Types of sales organisation structure

This is used in a firm which produces or sells different types of goods. Salesmen are given training for the sale of a particular product and they are specialists in that.

Types of sales organisation structure

On The Basis Of Customers: A company produces goods of specific nature such as special tastes, interest or fashions of the customers. Sales organisation should be made on the basis of customers.

Personal and intimate relations between the salesmen and customers help in the utmost satisfaction of the individual customers and in increasing sales.

Salesmen should know the behaviour and personal likes and dislikes of each of their customers in order to serve them efficiently.

Sales Organisation: Needs, Importance, Functions and Structure

For a large-sized enterprise that has succeeded in developing extensive sales both within and outside the country, the organisation chart given below portrays organisational arrangements of the marketing department. Sales managers, both for home and export sales, are entrusted with command or line authority by the general sales manager and they are accountable to the general sales manager for achieving predetermined goals of sales.

Types of sales organisation structure 1. Sales Organization Structure and Sales Force Deployment Module Four 2. Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 4: Sales Organization Structure and Sales Force Deployment Learning Objectives 1. Sales organization structure 1. Structures of sales organization Structure? 2. Basic Types of Sales Organisations Sales organisations are generally classified into four basic types: • Line Organisation • Line and staff organisation • Functional organisation • Horizontal organisation We shall discuss main characteristics, advantages, and disadvantages of each type of sales organisation. In sales forces of any size, changing the sales organization structure is an uphill battle. Structure relates to the organization of selling at the company, including sales compensation, territory design, account and lead assignments, and more.

In their marketing work, sales managers are assisted by a number of area sales managers and overseas agents. To give necessary advice and service for facilitating the actual selling work, four staff positions are created in the organisation, namely, the advertising manager, the sales promotion manager, the merchandising manager and the market research and development manager.

These managers have staff authority along with functional authority vested in them and they are not directly responsible for actual selling. They confine their activities to giving advice and service to the managers with line authority.

Create an organizational structure for your business

The role of the advertising manager and sales promotion manager is that of demand creation, expansion of sales etc.

The merchandising manager makes the products ready for sales by overseeing the work of designing, packaging labelling and branding.Types of Sales Organization If sound practices are followed in setting up the sales department, the resulting structure takes on features of one or more of four basic types.

Types of sales organisation structure 1. Sales Organization Structure and Sales Force Deployment Module Four 2. Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 4: Sales Organization Structure and Sales Force Deployment Learning Objectives 1.

In such a form of sales organisation departments for the sale of different types of products are established. This is used in a firm which produces or sells different types of goods. 4- Sales function orientation: here sales people perform certain sales functions such as order entry, selling, or managing sales events.

One major advantage to this structure is having an efficient sales operation, but a major disadvantage is duplication of costs to support. Sales organization structure 1.

The importance of an organizational structure

Structures of sales organization Structure? 2. Basic Types of Sales Organisations Sales organisations are generally classified into four basic types: • Line Organisation • Line and staff organisation • Functional organisation • Horizontal organisation We shall discuss main characteristics, advantages, and disadvantages of each type of sales organisation.

There are many sales structures out there, some more prevalent than others. In practice, many organizations form hybrids of the different sales organization structures.

Depending on sales force size and market segmentation, organizations sometimes put several types of sales organization structures in .

Different Types of Organizational Structure | yunusemremert.com