Choices in Salesforce Organisation

  • Bill Donaldson
Part of the Studies in Marketing Management book series


In addition to establishing corporate and marketing strategy and formulating salesforce objectives, one of the important tasks of management is organising selling effort. Before addressing the problem and the factors which influence management choice in organisational structure, two issues must be addressed and evaluated: first, the principles of organisational theory and practice as they relate to the salesforce, and second, a re-examination of the role of salespeople in achieving sales, marketing and corporate objectives. As outlined in Chapter 6, database marketing, telemarketing and new technology generally are forcing sales managers to reappraise the role of personal selling and how their function is organised. Nevertheless, decisions have to be taken on various dimensions of the organisational problem, such as the type of organisational structure, the degree of specialisation and the size of the salesforce, and the focus in this chapter is on these issues. Specifically, the learning objectives are:
  • to understand the principles of good organisational design

  • to evaluate how these principles may conflict in the sales organisation

  • to consider form and types of sales organisation

  • to review methods of specialising the sales organisation

  • to evaluate methods for calculating salesforce size.


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© Bill Donaldson 1998

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  • Bill Donaldson

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