1 / 10

Organizing

Organizing. Arranging the people and work activities within an organization to achieve greater efficiency and effectiveness Results in an organization chart Organization chart – a diagram showing the relationships of jobs and positions within an organization. Line vs. Staff Personnel.

kenyon
Download Presentation

Organizing

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. Organizing • Arranging the people and work activities within an organization to achieve greater efficiency and effectiveness • Results in an organization chart • Organization chart – a diagram showing the relationships of jobs and positions within an organization

  2. Line vs. Staff Personnel • Line Personnel – have the authority to issue orders and make decisions for those below in the chain of command • Staff Personnel – have no power to issue orders over others • Staff functions are added to advise and support line functions. • Staff personnel must rely on the power of persuasion and influence.

  3. Use Product-based Structure when: • A firm sells very dissimilar or unrelated products • A firm sells many hundreds or thousands of products • A firm sells products that are very complex or technical and require a lot of service

  4. Product-based Structures: • Are decreasing in popularity (to market/customer structures) • Can result in duplication of effort – more than one salesperson calls on the same customer

  5. Strategic Accounts: • Very large-volume, important accounts • Examples: Wal-Mart to P&G; McDonalds’s to Coca-Cola • Also called corporate, national, or major accounts

  6. Options for Handling Strategic Accounts: • Let top company executives handle the accounts • Have a separate sales force (dept) for these accounts • Have a separate company division for these accounts • General trend: not mixed in with the regular sales force

  7. Buying Center: • All individuals involved in the purchase process • Roles in the Buying Center: • Users • Influencers • Deciders • Gatekeepers • Buyers

  8. Manufacturer’s Representative • An agent who represents several manufacturers at the same time • Handles related but non-competing types of merchandise • An independent contractor who is paid by commission only

  9. When are manufacturer’s reps used? • By small companies who don’t have their own sales force • To introduce new products or to enter new territories • To supplement a company’s own sales force

  10. Staffing Options for International Sales • Use home-country intermediaries • Examples: export merchant, trading company, international distributor • Use intermediaries in the foreign country • Examples: mfg’s agent, foreign wholesaler, foreign retailer • Send your home-country sales force abroad

More Related