Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
7-3
þopyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall.
Tasks of The Sales Organization
r Structure
Division of activities into tasks and the related
coordination
|
Developing A Sales Organization
Formal organization
Management created relationship between
departments and between individuals
þEO
NSM
RSM
ASM
Salesperson
Developing A Sales Organization
Informal organization
þommunication pattern formed from the social
relationship existing with in the formal organization
þentralized
Responsibility and authority are concentrated at
higher level of management
Decentralized -Delegated to l
-Structure is iower levels of management
neffective unless the assignment of
decision making to lower levels of sales
management is accompanied by a complete
authority to carry out the decision.
Assigning responsibility to perform a particular task to sales
supervisors, without any authority
How a Firm¶s Goals Affect the Design
of Its Sales Force
7-13
þopyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall.
How a Firm¶s Goals Affect the Design
of Its Sales Force
7-14
þopyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall.
Relations With Other Departments
Relations with HR
r HR ± Hiring, managing, training & development
r Sales managers ± recruiting, hiring, training, developing & managing
Relation with Finance ± Three major areas
r Budgeting, cost control, credit
Relations With Other
r þhanging Trend
r Traditional forms of sales organization have changed their approach
r In search of new and better ways to serve their markets
r For þonsumer goods & service companies, the new approaches
involve product manager form of organization
r Industrial manufacturer are looking closely at strategies that will help
them adapt to change buying behavior and develop more specialized
sales force
r For many companies, the major challenge is change from a
³Product´ To ³þustomer Driven Orientation´
Major Trends in Sales Organizations
r
r Use of telecommunication technology in personal selling
r Approach that bypasses intermediaries to deliver goods and services
directly from seller to buyer
r Potential customer contacts the selling company
r Selling companies contact the prospect and customers
National Account Management