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Topic-Organizing Salesforce: Presented by - Mithlesh Kumar Singh MBA-4 SEM

The document discusses different types of sales organizations. It describes four common types: line organization, line and staff organization, functional organization, and horizontal organization. For each type, it provides the characteristics, and advantages and disadvantages. The line organization has a simple structure with direct authority but less support. The line and staff organization adds specialist staff for support but increases costs. The functional organization assigns line responsibility to functional specialists but can cause confusion. The horizontal organization removes management layers and boundaries through cross-functional teams.

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Mithlesh Singh
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117 views7 pages

Topic-Organizing Salesforce: Presented by - Mithlesh Kumar Singh MBA-4 SEM

The document discusses different types of sales organizations. It describes four common types: line organization, line and staff organization, functional organization, and horizontal organization. For each type, it provides the characteristics, and advantages and disadvantages. The line organization has a simple structure with direct authority but less support. The line and staff organization adds specialist staff for support but increases costs. The functional organization assigns line responsibility to functional specialists but can cause confusion. The horizontal organization removes management layers and boundaries through cross-functional teams.

Uploaded by

Mithlesh Singh
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PPT, PDF, TXT or read online on Scribd
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IIMT COLLEGE OF MANAGEMENT GRETAER NOIDA

TOPIC-ORGANIZING SALESFORCE

PRESENTED BY MITHLESH KUMAR SINGH MBA- 4th SEM


SDM-Ch.5 1

Concepts of Sales Organization


A sales manager efficiently The basic are:

organization assists the sales to carry out needed tasks and effectively to achieve results concepts of the sales organization

Degree of centralization Degree of specialization Line or staff positions

SDM-Ch.5

Basic Types of Sales Organizations


Sales organizations are generally classified into four basic types:
Line Organization Line and staff organization Functional organization Horizontal organization

SDM-Ch.5

Line Organization
Head Marketing Sales Manager Area Sales Manager3 Area Sales Manager4

Area Sales Manager1

Area Sales Manager2

salespeople salespeople salespeople salespeople

Characteristics: All managers have line authority to direct and control subordinates. Used in small firms / departments Advantages: Simple organisation, clear authority, quick decisions, low cost Disadvantages: No support to line managers from subordinates who have specialised knowledge / skills. Less time for planning / analysis
SDM-Ch.5 4

Line and Staff Organization

Head-Marketing

Marketing Research Manager

Sales Manager

Promotional Manager

Customer Service Manager

Area Sales Manager-1 Salespeople

Area Sales Manager-1 Salespeople

Area Sales Manager-1 Salespeople

Characteristics: Specialist staff managers are available for senior marketing / sales managers. Staff managers role is to assist / advise line managers. Used in medium and large size organisations Advantages: Better marketing decisions, superior sales performance Disadvantages: High cost and coordination, slower decision making, conflict may arise if staff managers role is not clear
SDM-Ch.5 5

Functional Organization
Head-Marketing

Marketing Research Manager

Sales Manager

Promotional Manager

Customer Service Manager

Area Sales Manager #4

Salespeople

Characteristics: Each functional specialist has line responsibility over salespeople. Used by a large firm with many products / market segments, minimising line authority to functional managers Advantages: Qualified specialists guide salesforce, simple to administer Disadvantage: confusion due to more managers giving orders to salesforce
SDM-Ch.5 6

Horizontal Organization
Research & Design Team: Customer Research Product / Service Design

Operations Team: Production / Operations Quality Assurance Systems Engineering

Planning Team: Strategic Planning Accounts, Finance HR, Administration Chief Operation Officer

Customer Support Team: Information Service Training

Customer Satisfaction Team: Sales & Marketing Pricing, Promotion Channels, Logistics

Characteristics: Removes management levels & departmental boundaries. Except planning team, all others are members of cross-functional teams. Used by firms having partnering relationships with customers. Advantages: Reduction in supervision, unnecessary tasks, & cost; Improved efficiency and customer responses.
SDM-Ch.5 7

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