Sales organisation is a structural framework, specifying the formal authority and responsibility between persons working in the organisation.

Sales Organisation – Meaning and Definitions (Defined by Eminent Authors) What changes is the selling style and the size of the salesforce? Sales organisation must be adapted to the changing environment. It is kept constant without much alteration as the company evolves. As it evolves it keeps on evolving the production and finance departments, but somehow tends to overlook the sales function. It first concentrates on the production and financial aspects. Sales organisation is a second priority, when a typical company starts its operations.

Sales organisation is used not only to achieve the present objectives, but also to attain a particular future position. These objectives are related to sales volume, profitability and market share. Sales organisation is used, to attain the qualitative and quantitative objectives of personal selling. The resulting structure is evaluated in terms of its balance and flexibility. We identify sales positions, classify them into groups, and decide the hierarchy. We then decide how to go about achieving them and at what cost. To begin with, corporate objectives are identified – both qualitative and quantitative. We have to first identify the expectations of the sales function, and its overall place in the total organisation. It should also provide for career progression and should economize on executive time. To ensure smooth flow, the organisation requires balance and coordination. We then have an obligation to him to carry out the tasks assigned. He assigns part of his work load to us, and creates our duties/responsibilities. The superior has the authority to direct us. We know who our superior is, and whom we are reporting to. In organizational process, lines of authority are defined. Organisation is a structure as well as a process of putting together this structure. Since the market conditions change, the sales organisation keeps on changing, always accommodating the necessary environmental changes. The organisation is a mechanism to realize our objectives. Sales Organisations: Meaning, Characteristics, Principles, Importance, Types, Purposes, Factors and Other Details Sales Organisation – Introduction Meaning and Definitions of Sales Organisation 3.

Point of sales system specialist