Chapter 4 - Sales Management September 14, 2011 Sales Force...

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Sales Management September 14, 2011 Sales Force Organization
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Sales Force Organization Listen to the customer and act on what they tell you . Pat Nathan, Vice President Dell Computer Corp
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Key Questions Have you ever been in a situation where you had to make a hiring decision? Have you ever been involved in creating an organizational structure? Have you ever been part of a major organizational change? What kind of coursework have you had that goes into hiring and structuring positions?
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General to specific organization Corporate strategy Marketing strategy Sales strategy Channel choice Architecture Deployment Territory Management
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Factors affecting organization Product or service Customers Competitors Technology Markets Personnel Strategy
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Cautions Beware of change for change’s sake. Beware of legacy systems and traditions that support losers.
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Marketing Channels A set of interdependent organizations that ease the transfer of ownership as products move from producer to business user or consumer .
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Marketing Channel Functions Specialization and Division of Labor Channels Fulfill Three Important Functions Overcoming Discrepancies Providing Contact Efficiency
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Specialization and Division of Labor Provides efficiency and cost savings Attains economies of scale Aids producers who lack resources to market directly Builds good relationships with customers
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Overcoming Discrepancies Discrepancy of Quantity Discrepancy of Assortment The difference between the amount of product produced and the amount an end user wants to buy. The lack of all the items a customer needs to receive full satisfaction from a product or products.
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Temporal Discrepancy Spatial Discrepancy A situation that occurs when a product is produced but a customer is not ready to buy it. The difference between the
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Chapter 4 - Sales Management September 14, 2011 Sales Force...

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