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Unit 3 - people management - Coggle Diagram
Unit 3 - people management
STRUCTURES OF SALES ORGANIZATION
Line Organization:
C: Direct control, small firms.
A: Clear authority, quick decisions.
D: Lack of support, less planning time.
Line and Staff Organization:
C: Specialist assistance, medium-large firms.
A: Better decisions, superior sales performance.
D: High cost, slower decision making, role conflict.
Functional Organization:
C: Functional specialists in charge.
A: Expert guidance, simple administration.
D: Confusion with multiple managers.
Horizontal Organization:
C: Flat structure, cross-functional teams.
A: Reduced supervision, improved efficiency.
D: Complexity in some areas.
SPECIALIZATION WITHIN SALES ORGANIZATION
Geographic Specialization:
C: Salespeople by geography.
A: Better coverage, customer service.
D: Limited marketing specialization.
Product Specialization:
C: Focus on each product.
A: Improved product expertise.
D: Potential customer overlap.
Market Specialization:
C: Customer-focused approach.
A: Serves specific customer groups.
D: Geographic duplication, higher cost.
Combination Sales Organization:
C: Hybrid approach, mixed specializations.
A: Minimizing disadvantages, maximizing benefits.
D: Managing complexity.
Sales Org Charts
Geography/Territory Org Structure
Product/ServiceLineO r gStructure
Customer/Account Size Org Structure
Industry / Vertical Org Structure