The document discusses different types of sales organizational structures including: 1. Lines sales organization, line and staff sales organization, and functional type of sales organization. 2. It also discusses different schemes for dividing the line authority in sales organizations such as geographic division, product division, customer division, and marketing channel division. 3. The purposes of setting up a sales organization are to develop specialists, ensure all necessary activities are performed, achieve coordination, define authority, and economize on execution time.

1. Sales Organization Presented by: Sushant Mishra [email_address]

4. Basic Types of Sales Organizational Structures

5. Lines Sales Organization General Manager Sales Manager Assistant Sales Manager Div. 1 Assistant Sales Manager Div. 2 Assistant Sales Manager Div. 3 Assistant Sales Manager Office Salespeople Salespeople Salespeople Office Staff

6. Line and Staff Sales Organization President VP (Marketing) Advertising Manager Manager (Marketing Research) General Sales Manager Director (Sales and Training) Director of Dealer and Distribution Relations Sales Promotion Manager Assistant to General Sales Manager Assistant General Sales Manager District Sales Managers Branch Sales Managers Sales Personnel Sales Personnel Director

7. Functional Type of Sales Organization Salesperson Salesperson Salesperson Salesperson Salesperson Salesperson Director of Sales Administration Installation and Service Manager Manager of Dealer and Distribution Networks Manager of Sales Personnel Manager of Sales Promotion Manager of Sales Supervision Manager of Sales Training

8. Schemes for Dividing the Line Authority in the Sales Organization

9. Geographic Division of Line Authority General Sales Manager Sales Personnel Director Western Division Sales Manager Director of Sales Analysis Director of Sales Promotion Central Division Sales Manager Director of Sales and Training Eastern Division Sales Manager Branch Sales Managers Branch Sales Managers Branch Sales Managers Sales Personnel Sales Personnel Sales Personnel

10. Product Division of Line Authority General Sales Manager Sales Manager Product 1 Director of Sales Analysis Director of Sales Promotion Director of Sales and Training Sales Personnel Director Sales Manager Product 2 Sales Personnel Product 1 Sales Manager Product 1

11. Customer Division of Line Authority General Sales Manager Director Product R and D Manager, Mining Industry Sales Director of Sales Promotion and Advertising Director of Sales Training Manager, Construction Industry Sales Director of Sales Planning Manager, Lumber Industry Sales Branch Sales Managers Branch Sales Managers Branch Sales Managers Sales Personnel Sales Personnel Sales Personnel

12. Marketing Channel Division of Line Authority General Sales Manager Sales Personnel Director Advertising Manager Director of Customer Relations Sales Promotion Manager Director of Sales Planning Sales Manager Institutional Sales Sales Personnel Sales Manager Wholesale Sales Sales Personnel Export Sales Manager Sales Personnel Sales Manager Chain Store Sales Sales Personnel

13. ‘ Thank You’