Sales Organization Notes for Diploma in Business Management

Institution: College

Course: Diploma in Business Management

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Document Type: PDF

Number of Pages: 4

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Summary

Get KNEC notes in PDF format that you can print out. Good notes, written in summary with main points highlighted to ease your revision for the KNEC exams.

SALES ORGANIZATION
Organizational structure
- Def: This defines how activities such as task allocation, coordination and supervision are
directed towards the achievement of organizational aims.
- This is a system that is used to define the hierarchy within an organization. It identifies each job,
its function and where it reports to within the organization.
- This is a diagrammatic representation showing how departments or divisions in an organization,
as a large corporation, are related to one another along lines of authority.

Forms of Organizational structures
- Geographical structure
- Product specialization structure
- Industry – based structure
- Account size structure

Geographical structure
- This is a structure where each salesperson is assigned a territory over which to have sole
responsibility for sales achievement.
- Salesperson close geographical proximity to customers encourages the development of personal
friendships which aids sales effectiveness.
- Compared with other organizational forms, e.g. product or market specialisation, travelling
expenses are likely to be lower.
This form has an advantage of its simplicity.
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