Sales Management Sales Force Organization Topic 14.

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Presentation transcript:

Sales Management Sales Force Organization Topic 14

Organization Not critical for small sales forces Often done with little thought over time Review annually during a slack time

Organization Goals Stability & Continuity Hierarchy of Authority Unity of Command Span of Control

Organization Issues Line vs. Staff Centralization vs. Decentralization Conflict between Sales & Production/Logistics

Common Sales Organizations Geographic Organization Product Organization Customer Organization

Open Door Policies Why do they exist? Chain of command is important Deciding vs. Implementing a Sales Strategy Risks of Using the “Open Door” Internet Generation & Coaching

Inside Sales What is This? Advantages? Coordination! Small Accounts Routine Sales Tasks

Inside Sales Issues Field Salespeople Commission Splits Incentives Incoming Calls Prospecting Second Class Sales?

National Accounts Purpose Cost Sales Managers? Sales Teams

Independent Sales Agents (Reps) Definition Advantages Disadvantages Reps Perspective Work Notes Problem