TAILIEUCHUNG - Lecture Sales and distribution management: text and cases: 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

• Quản trị kinh doanh
• Distribution management
• Sales management
• Supply chain management
• Channel institutions
• Channel management
• Sales organisations
• Sales process
• Personal selling
• Strategic planning
• Strategic marketing
• Sales territories
• Designing sales territories
• Sales training
• Compensation plan
• Controlling the salesforce
• Marketing mix
• Channel structure
• Marketing channels
• Retail performance
• Delivering value
• Designing channel systems
• Channel information systems
• Market logistics
• International sales