Unit 2
Sales Organization
Sales organization are structural entities which are designed to achieve mutually agreed sales goals with clear
roles and responsibilities for each person , group and department within the organization
4. Trade marketing
8. Performance appraisal
2. Vertical organization
3. Line organization
HUMAN SUPPLY
MARKETING FINANCE
RESOURCE CHAIN
1. Better control
2. Responsibility at
various levels Sales Supervisor
3. Large product range
4. Distribution of
products prevalent at
the national level
Vertical Sales Organization
Prevalent in large organizations
Vice President
(Sales)
General Sales
Manager
Line Organization
A line function is a primary activity
Line and Staff Organization Exec. Asstt to
Vice President
Vice President
(Mktg.)
(Mktg.)
1. Geography
2. Type of product
3. Market
4. Combination of above
Features
Some advantages of such organizations are (a) Proper coverage of territory (b) Familiarity with demography
and competition (c) Better placed to serve local customers (d) Large product range (e) Distribution of products
prevalent at the national level
Sales Organization based on Product
Features
1. Each product / product
RSM South
Example of innovationM is attached in form of a separate PDF sheet
However, there are certain duties and responsibilities which are common to all types of business
Prospecting , sales call, presentations, follow ups and closing sales call
5. Reporting
Travel expense report , Daily sales report, report competitive activities stock and sales statement
Functions And Responsibilities Of A Salesperson
8. Promotion of goodwill