Sales Organization Structure and Sales Force DeploymentModule FourIngram LaForge AvilaSchwepker Jr !illiams"ro#essional Selling$A %rust&'ased ApproachModule ($Sales Organization Structure and Sales Force DeploymentLearning O)*ectives1. Define the concepts of specialization, centralization, span of control versus management levels, and line versus staff positions.2. Describe the ways sales forces might be specialized.3. Evaluate the advantages and disadvantages of sales organization structures.4. ame the important considerations in organizing ma!or account management programs.Ingram LaForge AvilaSchwepker Jr !illiams"ro#essional Selling$A %rust&'ased ApproachModule ($Sales Organization Structure and Sales Force DeploymentLearning O)*ectives". E#plain how to determine the appropriate sales organization structure for a given selling situation.$. Discuss sales force deployment.%. E#plain three analytical approaches for determining allocation of selling offer.&. Describe three methods for calculating sales force size. Ingram LaForge AvilaSchwepker Jr !illiams"ro#essional Selling$A %rust&'ased ApproachModule ($Sales Organization Structure and Sales Force DeploymentLearning O)*ectives'. E#plain the importance of sales territories and list the steps in the territory design process.1(. Discuss the important )people* considerations in sales force deployment. Ingram LaForge AvilaSchwepker Jr !illiams"ro#essional Selling$A %rust&'ased ApproachModule ($Sales Organization Structure and Sales Force DeploymentSetting the Stage1. +hat is one of the ,ey changes -./ made to the structure of its sales organization02. +hat change did -./ ma,e to the way its salespeople and sales managers interact01trategy and 1ales2rganization 1tructure3-./Ingram LaForge AvilaSchwepker Jr !illiams"ro#essional Selling$A %rust&'ased ApproachModule ($Sales Organization Structure and Sales Force DeploymentSales Organization +oncepts1pecialization4he degree to which individuals perform some of the re5uired tas,s to the e#clusion of others.-ndividuals can become e#perts on certain tas,s, leading to better performance for the entire organization.6entralization4he degree two which important decisions and tas,s performed at higher levels in the management hierarchy. 6entralized structures place authority and responsibility at higher management levels.Ingram LaForge AvilaSchwepker Jr !illiams"ro#essional Selling$A %rust&'ased ApproachModule ($Sales Organization Structure and Sales Force DeploymentSales Force Specialization +ontinuum1ome specializationof selling activities,products, and7orcustomers8ll selling activitiesand all products toall customers9eneralists6ertain selling activities for certain products for certain customers1pecialistsIngram LaForge AvilaSchwepker Jr !illiams"ro#essional Selling$A %rust&'ased ApproachModule ($Sales Organization Structure and Sales Force Deployment:lat 1ales 2rganization1pan of 6ontrol/anagement ;evelsational 1ales /anagerDistrict 1ales /anagerDistrict 1ales /anagerDistrict 1ales /anagerDistrict 1ales /anagerDistrict 1ales /anagerSpan o# +ontrol vs Management LevelsIngram LaForge AvilaSchwepker Jr !illiams"ro#essional Selling$A %rust&'ased ApproachModule ($Sales Organization Structure and Sales Force Deployment4all 1ales 2rganizationational 1ales /anager1pan of 6ontrol/anagement ;evelsDistrict 1ales /anagerDistrict 1ales /anagerDistrict 1ales /anagerDistrict 1ales /anagerDistrict 1ales /anagerDistrict 1ales /anagerow much selling effort is needed to cover accounts and prospects ade5uately so that sales and profit ob!ectives will be achieved0>ow many salespeople are re5uired to provide the desired amount of selling effort0 >ow should territories be designed and salespeople assigned to territories to ensure proper coverage of accounts and to provide each salesperson with a reasonable opportunity for success08llocation of1elling Effort8llocation of1elling Effort1ales :orce1ize1ales :orce1ize4erritoryDesign4erritoryDesignIngram LaForge AvilaSchwepker Jr !illiams"ro#essional Selling$A %rust&'ased ApproachModule ($Sales Organization Structure and Sales Force DeploymentSingle FactorModelsSingle FactorModelsEasy to Develop and ?seDifficult to Develop and ?se;ow8nalyticaligh8nalytical