tailieunhanh - Lecture Sales and distribution management: Chapter 5 - Krishna K Havaldar, Vasant M Cavale

Chapter 5, organising and staffing the salesforce. After studying this chapter you will be able: To understand the concepts of the sales organisation, and the basic types of sales organisations, to know specialization within the sales organisation, and alternative organizational approaches for major accounts, to determine the size of the salesforce by using various methods, | Chapter 5 Organising and Staffing the Salesforce Learning Objectives To understand the concepts of the sales organisation, and the basic types of sales organisations To know specialization within the sales organisation, and alternative organizational approaches for major accounts To determine the size of the salesforce by using various methods To understand the major stages of salesforce staffing process, consisting of planning, recruiting, selecting, hiring, socialisation and assimilation To realise the importance of the various steps included in planning, recruiting, and selection stages Concepts of Sales Organisation A sales organisation assists the sales manager to carry out needed tasks efficiently and effectively to achieve results The basic concepts of the sales organisation are: Degree of centralisation Degree of specialisation Line or staff positions Market orientation Effective co-ordination Basic Types of Sales Organisations Sales organisations are generally classified into | Chapter 5 Organising and Staffing the Salesforce Learning Objectives To understand the concepts of the sales organisation, and the basic types of sales organisations To know specialization within the sales organisation, and alternative organizational approaches for major accounts To determine the size of the salesforce by using various methods To understand the major stages of salesforce staffing process, consisting of planning, recruiting, selecting, hiring, socialisation and assimilation To realise the importance of the various steps included in planning, recruiting, and selection stages Concepts of Sales Organisation A sales organisation assists the sales manager to carry out needed tasks efficiently and effectively to achieve results The basic concepts of the sales organisation are: Degree of centralisation Degree of specialisation Line or staff positions Market orientation Effective co-ordination Basic Types of Sales Organisations Sales organisations are generally classified into four basic types: Line Organisation Line and staff organisation Functional organisation Horizontal organisation We shall discuss main characteristics, advantages, and disadvantages of each type of sales organisation Line Organisation 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 Head Marketing Sales Manager Area Sales Manager1 Area Sales Manager3 Area Sales Manager2 Area Sales Manager4 salespeople salespeople salespeople salespeople Line and Staff Organisation 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 .