1. Sales Management Sales Force Organization Topic 14

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

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

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

5. Common Sales Organizations Geographic Organization Product Organization Customer Organization

6. 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

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

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

9. National Accounts Purpose Cost Sales Managers? Sales Teams

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