Structure of the sales force

Summary

Structure of the sales force: the strategy involves structuring the sales force so that it has maximum effectiveness in the market. These can be:

Companies compete with each other to get customer orders. They must strategically deploy their sales force to be able to reach the right customers at the right time, and in the right way.

Introduction

Philip Kotler (2003) defines the structure of the sales force as:

"The marketing department could be organized by function, geographic area, products or customer markets. Global organization is another consideration in the case of companies that sell goods or services in other countries."

The way the sales force is structured affects the quality of the company's communication with its customers. There are different approaches that are appropriate for different types of companies that deal with different types of customers.

I think that the key is to balance the structure of the organization with the type of communication that the company needs, the sales managers must be able to build a sales structure because they see the needs of the company and how it is constituted and with this structure they can attract more customers and have a competitive advantage.

Development

Main concept

Determining the structure of the sales force: Since personal sales are very expensive, no sales department can afford to be disorganized. Correct planning helps the sales manager organize and delegate sales activities and direct salespeople by region, product line, market, or industry.

I think one of the challenges that company directors and managers constantly face is deciding how to structure their sales force. This decision depends on different factors that can lead to changes in the structure over time. Some of these factors come from external elements, for example from the needs, preferences and expectations of customers, the sales strategy of the competition, political and technological changes, etc.

But in addition, internal factors may also appear, that is, those that come from decisions that are made within the company, for example the launch of new products, the creation of new markets, the expansion of distribution channels, new objectives and challenges of the company, or the simple fact of wanting to be more efficient.

Secondary concept

Structure: Way of being organized or ordered the parts of a whole.

Argumentation

Personally, the importance of the sales structure, in the organization lies in structuring the sales effort, four bases are usually used, each offering unique advantages that, under certain circumstances, make it the right one for a company.

It can vary according to the needs, characteristics and philosophy of each company. Among the main factors involved in the structure of the sales department are:

Dear reader, I suggest that you spend time analyzing the main factors involved in the structure:

Structure of the sales force

conclusion

The structure of the sales force is paramount in the life of the organization because it produces a clear definition of the seller's obligations, territorial responsibility increases the representative's incentive to cultivate sales and local personal ties, travel expenses are relatively small, because each representative travels within a small area, especially the loss of time during the sale is avoided

“The winners are not afraid of losing. Losers do. Failure is part of the process of success. People who avoid failure also avoid success. " Robert Kiyosaki.