Rajesh Kumar 2011MB0058 Satyajit Ghosh 2011MB0055 Sandeep Singh 2011MB0054 Indranil Barat 2011MB0056 Amlan Hazra 2011MB0057

Sales organization is group of individuals striving jointly to reach qualitative and quantitative objectives and bearing informal and formal relations to one another.

 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 executive time.

There are five major steps in setting up a sales organization . 1.Defining the objectives. 2.Delineating the necessary activities. 3.Grouping activities into jobs or positions. 4.Assingning personnel to position. 5.Providing for coordination and control.

Line Sales Organization Line and staff sales Organization Functional Sales Organization Committee Sales Organization

 The

line sale Organization Structure is the oldest and simplest sales organization structure. Line sales organization structure widely used in smaller firms of and in Firms with smaller number of selling personnel.

 All

executives exercise line authority and each subordinate is responsible only to one person on the next higher level. Responsibility is definitely fixed and those charged with it also make decisions and take action. Lines authority run vertically through the structure No cross communication on the same level

 It

is quite basic to use. Each department member reports to only one superior , problems of discipline and control are small. Definite placement of authority and responsibility saves time in making policy changes in deciding new plans, and converting new plans into action. The typical line sales department has few organization levels, so administrative expenses are low.

 It

much depends on the department head . The head needs outstanding ability and rare qualifications and should be well versed in all phases of sales management . If the head is an all around expert , there is sufficient time for policy making and planning if not result are often disappointing.

 It

is often found in large and medium sized , firms employing substantial numbers product lines over a wide geographic area. The line and staff sales organization provides the top sales executive with a group specialists .

 Experts

in dealers and distributor relations. Sales analysis Sales organization Sales personnel Sales planning Sales promotion Sales training service ,traffic and ware housing

 Staff

specialists assist in increasing over all effectiveness of the departments. They do not have authority to issue orders or directives. Staff recommendations are submitted to the top sales executives, who if they approve ,transmit necessary instructions to the line organization.

President

VP (Marketing)

Advertising Manager

General Sales Manager

Manager (Marketing Research)

Director (Sales and Training)

Sales Personnel Director

Assistant General Sales Manager

Assistant to General Sales Manager

Sales Promotion Manager

Director of Dealer and Distribution Relations

District Sales Managers

Branch Sales Managers

Sales Personnel

 Assistant

to Assistant to is staff executive who is given a broader operating area than those staff specialists with more descriptive tiles . Assistant Assistant has general line authority delegated by the superior.

 Line

and Staff Sales Organization are mainly those of specialization. Problem can be seen in clearer perspective. A pool of experts provides advice and assistance in specialized fields.

 Work

of the staff specialists must be coordinated, so it is costly. It is difficult to Prevent some persons from evading unwanted responsibilities. All areas in which line and sales executive share authority and responsibility should be noted in written job descriptions and organization manual. The time between problem recognition and corrective.

 Sales

People receive information from several executive but on different aspects of their work. Provision for coordinating the functional executives is made only the top of the structure; executives at the lower levels do not have coordinating responsibilities.

 Functional

sales department improved performance.

How? Since

specialize activities are assigned to experts , whose guidance should help in increasing the effectiveness of sales foce

 Small

and medium-sized firms do not have fund it feasible or financially possible to utilize the high degree of labour division.

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

 Committee

sale organization is a method of organizing the executive group for planning and policy formulation while leaving actual operations ,including implementation of plan and policies to individual executives.

 Advantage
Before

policies are made and action is taken ,important problems are deliberated by committee members and are measured against varied view points.

Disadvantages

It

consumes large amount of time

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