Describe the guiding principles that should underlie any sal

Describe the guiding principles that should underlie any sales force organization and list the various ways by which a sales force can be organized.

Solution

Every organization should have guiding principle that inderlie sales force. Some of the following guiding principles are as follows

1. The sale force organization should coordinate the interaction with individual customer through account manager.

2. The sales people should communicate their customer between an offer\'s features, function and benefits through technical sales and marketing supports

3. The organization must focused on incentives on the desire result.

4. The meetings and bureaucracy should be given less importance than coordinating with IT and direct communication.

5. Sales force team should consists of self dedicated team that fits the organization.

The sales force in the organization can be organized by region, product line, market sector or customer size. Following are some ways by which a sales force can be organized.

1. Allow sales person to look upon overall business strategy. The organization must choose regional sales force structure to diversify into different category.

2. Structure the sales force to important sales region in order to provide adequate coverage of the country.

3. Divide the sales force into product line, region and customer size. This will reduce the complexity of managing sales data.

4. Implement CRM (Customer Relationship Management) software so that data is integrated into centralize database and prevent loss of data.

5. Adequate trainning should be given to the sales force so that they are more efficient in the organization.