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Sales Organisation Structuring Fundamentals: - Identify Corporate Objectives - Ways and Means To Achieve

The document discusses fundamentals for structuring a sales organization. It identifies key corporate objectives like profitability, sales volume, market share, and growth. It also emphasizes setting objectives for the sales organization, defining necessary activities and jobs, and assigning staff to positions to carry out objectives. The sales organization structure is not purely linear but highly interrelated, with the goal of achieving corporate qualitative and quantitative objectives now and in the future.

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57 views4 pages

Sales Organisation Structuring Fundamentals: - Identify Corporate Objectives - Ways and Means To Achieve

The document discusses fundamentals for structuring a sales organization. It identifies key corporate objectives like profitability, sales volume, market share, and growth. It also emphasizes setting objectives for the sales organization, defining necessary activities and jobs, and assigning staff to positions to carry out objectives. The sales organization structure is not purely linear but highly interrelated, with the goal of achieving corporate qualitative and quantitative objectives now and in the future.

Uploaded by

Vikas
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
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Sales Organisation Structuring Fundamentals

Identify Corporate Objectives


(Qualitative/Quantitative).

Ways and means to achieve.

Setting up of Sales Org.


Define objectives. Activities necessary to carry out objectives. Group the activities into jobs / positions. Assign relevant staff to resp. positions. Coordination and control.

Motto
Profitability. Sales Volume. Market Share. Growth.

Eye on Future (Qualitative).

Sales Organisation Structure


Not a pure linear Structure. Highly Inter-related.

Illustration.

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