The document discusses three principles of sales force organization: coordination and integration of activities across departments to meet customer needs, decentralized empowerment of field sales managers, and specialization by geography or product. It also covers benefits of coaching new salespeople, differences between company sales forces and independent representatives, and an incremental approach to adding new salespeople based on profit.
3. CONTEXTUAL REFERENCE N°2
Coordination and Integration is the integration of activities that deal
with customer needs with activities of other departments in the
organization, and coordinated with the tasks performed by all
salespeople.
With refers to: Activities(Coordination and Integration)/Takes
4. CONTEXTUAL REFERENCE N°3
New sales people benefit greatly from one-on-one coaching.
One on one refers to: Benefit of a person to another
5. CONTEXTUAL REFERENCE N°4
Decentralized means field sales managers are empowered, enabled and
held responsibility for performing these activities.
These activities refers to: Activities of Sales Force or field sales
6. CONTEXTUAL REFERENCE N°5
Geographic- this is the most common and least complicated
specialization. This means organizing the sales force according to
geographic territories with a salesperson assigned to sell all products to
all customers within their area.
Their refers to: a Area Geographic
7. CONTEXTUAL REFERENCE N°6
Product- organizing the sales force around defined product lines. This
is commonly used when a company has a vast line of products. An
example is 3M, which sells everything from masking tape to medical
supplies.
This: Product
8. CONTEXTUAL REFERENCE N°7
Often the salesperson must possess substantial background and
knowledge of the product in order to facilitate customer relations.
The product: Product that is going to sell the sales person
9. CONTEXTUAL REFERENCE N°8
Manufacturer's representatives are not employees and thus operate free
of direct corporate control and they sell complementary and/or
competitor's products. In contrast, the company sales force has greater
fixed costs, while independent sales agents are compensated with
commission.
They refers to: Manufacturer's representatives
10. CONTEXTUAL REFERENCE N°9
Incremental Approach- this approach states that a new salesperson
should be added until the gross profit on new business is equal to the
cost of deploying another person. Sales grow because of better
service, but the total number of potential accounts does not change.
This approach works on the axiom that there is a limit at which selling
expenses grow faster than revenues.
Another: the cost of deploying another person.
Another refers to: a person
11. CONTEXTUAL REFERENCE N°10
Hierarchy of authority, which shows a clear, unbroken chain of
command which should link every person in an organization with
someone a level higher. For example linking each sales associate with a
direct manager in which, the sales associate goes to for questions or
guidance.
which refers to: hierarchy of authority
