Designing the sales organization includes selecting an organizational structure and deciding the number and deployment of salespeople to geographical area customers and prospects.
Organizational Design:
The organizational design adopted should support the firm's sales force strategy.As companies adjust their selling strategies,organizational structure may also require changes.The answers to several questions are helpful in narrowing the choice of an organizational design:
1.What is the selling job? What activities are to be performed by salespeople?
2.Is specialization of selling effort necessary according to type of customer,different,products or salesperson activities?
3.Are channel of distribution relationships important in the organizational design?
4.How many and what kinds of sales management levels are needed to provide the proper amount of supervision,assistance and control?
5.Will sales teams be used,and if so,what will be their composition?
6.How and to what extent will sales channels other than the field sales force be used to contact and serve customers?
Sales Force Deployment:
Sales management must decide how many salespeople are needed how to deploy them to customers and prospects.Several factors outside the salesperson's control often affect her sales results,such as market potential,number and location of customers,intensity of competition and market position of the company.
Several methods are available for analyzing sales force size and the deployment of selling effort including: 1.revenue /cost analysis
2.single factor models
3.sales and effort response models
4.portfolio deployment models.
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