Tuesday, December 11, 2007

Structuring Sales Force - Sales Force Automation (SFA)

Sales Force Management we are talking here. We talked Sales Force Automation, Sales Policies Formulation, Product Polices, Distribution Policies and Pricing Policies.Today we are going to talk about Structuring Sales Force.

Organizations usually structure their sales force on a territory basis or on a product/product line basis. In the case of territory based structuring, the same salesman handles all the products or product lines of the firm in given territory, which will be compact.

In the case of product based structuring, several salesman of the firm operate in a given territory, each handling different products of firm. Here the sales territories will be relatively larger.

Sometimes the sales force is also structured based on customer type or customer class, in yet other case sales force is structured on a complex basis, involves a combination of the types mentioned above.

ref: sales force Automation software


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