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1. Sales organization structure refers to the design of the sales team. Businesses
may use an inside or outside sales model, geographic or industry territory approach,
product model (split by product line or type), SMB/mid-market/Enterprise split, or some
combination of the above. Sales Structure of an organization can be broadly classified
as:
(a) Geography/territory. Organizing your sales team by geography or
territory allows each salesperson to develop familiarity with a specific
geographic location. They can build rapport with local businesses, get to know
regional competitors, and track target accounts.
(b) Product/service line. f your company sells several different products or
services, it can help to align salespeople to those products and services. Similar
to geographical expertise, it allows your reps to become the expert on a specific
product you sell, thereby better able to communicate its value and use case for
individual clients.
(c) Customer/account size. Organizing your sales org by account size is
another popular structure.
(d) Industry/vertical segment. Different industries will use your
product/service in different ways. The setup made in a vertical reporting and
command and control chain in an industry for flow of sales is known as vertical
segment.
2. Lets have a look and analyse the Sales Organisation Structure of Cyber giant
‘Apple Inc.’ of the USA. The flowchart of the structure is as given below and shall be
explained subsequently in next paragraph.
3. The functions of various sub-units in the above structure is as follows: