Sales Force Organization Assignment Help Introduction Sales force structure is a way to manage and organize the sales force in a particular manner to achieve the sales target, generate the revenue for the firm and give the best service in sales territory. In sales territory of a firm, it is important for the sales person to have full knowledge of the product and the area. The firm will be organized sales territory according to the specialties like product, customer and geographic area (Capon, 2009). Effectiveness To increase in sales effectiveness, sales force has some objectives. The objectives are as follow: Adaptability: If the sales force is adaptive, the company management can react quickly towards product and changes in the market. Efficiency: Efficiency is concern with the rate at which salespersons generate the business in the market (Ingram, LaForge & Avila, 2008). Effectiveness: Effectiveness is concern about the buyer’s response about the product in the market to the salespersons or to the firm.
The effective sales force including the right people, with the right competencies, with access to timely and accurate market and customer information, operating efficiently as possible, effective human resources, communication, and administrative process support. The effectiveness of sales is depending upon the salespersons’ skill and level of knowledge (Grant, Cravens, Low & Moncrief, 2001). The firm can increase the sales effectiveness by improve qualities in salesperson in the way of knowledge; focus on customer and product, problem solving ability, ability to make recommendation quickly, skills etc. The firm will also introduce some balancing activities and coordination between different departments of sales territories and the firm also. The firm can increase the sales effectiveness by appointing the right number of staff who can carry the sales strategy with the cost effectively.
A well designed sales territory has quality like balance of work load, balance of potential and reasonably efficient travel to all customer and prospects. The firm can also plan the training program to its workers and the staff (Zoltners, Sinha & Zoltners, 2001). Organizing a Territory As per Organizing a Territory case study help experts, On designing a sales territory, the firm manager will set some criteria in mind. The firm manager can plan the sales territory as follow: Select Planning and Control Unit: In the first step of designing sales territory, the firm will select the planning and control unit. The total market will be divided into these planning and control units. After this, the firm and management will analyze these units for organizing territories effectively. In this section, the manager will analyze the opportunities available from each planning and control units. The analysis and available opportunities called market potentials for the firm (Ingram, LaForge & Avila, 2008). For Initial Territory: Once planning and control unit have been selected and opportunity evaluated, initial territories will be designed. The objective of this stage is to identify the available space for planning and control unit for managing territories. In this, the firm will evaluate the each territory arrangement with each alternative and the opportunity (Spiro, 2003).
Assess Territory Workloads: In this step, the firm will evaluate the workload according to the opportunities in a territory. The workload of each territory will be evaluated by the number of sales-calls, the travel time in the territory, the total number of exacting and forthcoming clients in the territory and other factors that will be required by a salesperson to manage a territory (Ingram, LaForge & Avila, 2008). Finalized Territory Design: In this step, the firm will evaluate the initial territories to achieve workload for salesperson. The objective of this step is to gain best possible balance between opportunity and workload for each territory. In this, the firm will analyze the opportunities and the qualities of salesperson to achieve the target and convert these calls into business (Spiro, 2003). Assigning Sales Persons to Territory: Once the sales territory will be finalized, salesperson will be assigned territories according to their qualities and skills. Sometimes the sales persons are not equal in abilities and perform differently with different types of customers and prospects. The firm can assign its salespersons according to their knowledge for the particular area and product (Ingram, LaForge & Avila, 2008). It will be beneficial for the firm to manage its territory. Ways to Improve Productivity There are many ways for the firm; those can be used by the firm for increasing productivity of the firm. Through developing knowledge of the salespersons about territory management and product, the firm can improve productivity. In this, the firm can provide training to its salespersons for developing their knowledge and skills. At the same time, the firm can motivate its salespersons by giving monetary and non-monetary rewards for ensuring high productivity of the firm (Ingram, LaForge & Avila, 2008). It will increase self management as well as confidence among the salespersons of the firm for performing better. For example: The proposed plan for managing territory and improving productivity of the firm will work positive due to its effectiveness. The plan will be prepared according to the present scenario of the business and competition. It will work in positive manner because of using highly capable strategies. These will ensure the positive working effect of the proposed plan (Zoltners & Sinha, 2005). Technology Many sales organizations perform these steps manually by using maps, pencils and calculators. In the market, there are many software programs are available to create this process. These programs will make to easy to find out the potential territories, print maps, and make easy to compare between opportunity and work load (Zoltners & Sinha, 2005). The firm can use different technologies to improve territory management. The fields are as follow: Mapping Programs: The firm can use the technology for mapping a program. Mapping program will include the computer excel sheet, which will give the information about the territory alignment and display the control unit for a particular geographic area. By using the technology the firm can allocate the control unit to any territory and the program will also provide the visual representation of a new territory. At the same time the firm can share this information to each territory by using this technology program (Smith, Jones, & Blair, 2000). Optimization Routines: The firm can use the best technology program for manage the territory at financial level, customers level and the salesperson level. At financial level, the firm can use the technology to optimize the cost which is expended in several transactions like driving cost of a sales person in the territory. Extra expenses can be saved by using the well design technology program.
At customer level, the firm can use the well design technology to give the response to the customer about the product. It can be possible through online trading. At salesperson level, the firm can minimize the driving time of the sales person at various customer. Nearby salespersons from the territory can be selected by the firm under this technology for improving territory management. Sales person use the technology to solve the problem through the online problem solving program (Zoltners & Sinha, 2005). Companies Pharmaceutical company: In the pharmaceutical company, the firm can divide the sales territory in geographical area. A manager or a firm can divide the sales territory in this area, where the hospitals and the medical stores are in a big amount. For developing the sales force and getting good result from the sales territory the firm will develop knowledge about the market, success factors, risk analysis, resources requirements etc.
The firm can create the high sales territory in pharmaceutical company by understand and evaluate the ability of a sales person (Merging Two Pharmaceutical Sales Organizations, 2010). FMCG Company: In the FMCG Company, the firm can divided its sales territory in density of people. The firm will also consider the income, living standard, life style etc. of the existing and the future customer. For the effective sales of the product the firm can also publish the advertisement about the quality of the product (Smith, Jones, & Blair, 2000). Insurance Company: Insurance companies will be called by the firm. Different sales areas will be recognized under this for managing territories, like gender, income and age etc. For getting better result from sales persons the company can provide some facilities to its sales person (Capon, 2009). Evaluation On the basis of above discussion, it can be evaluated that the strategies for managing sales territory are effective in all type of companies regarding to increase sales and gain the profits. By these strategies, sales people will motivate towards their work and will do the work efficiently and effectively. It will assist the salespersons for achieving their targets. So it will be beneficial for the salespersons and the territory structured organization in terms of increasing sales and managing territory (Grant, Cravens, Low & Moncrief, 2001).
Conclusion From the above discussion by Sales Force Organization Assignment Help experts conclude that designing the sales territory is beneficial for the firm and the customers also. By creating the sales territory the firm can communicate directly with the customer in effective manner. In sales territory a sales person understand about the product and knowing the customers problem and try to solve these problems. It will be helpful to increase the effectiveness of the sales force. References Capon, N. (2009). Capon’s Marketing framework. Wessex Publishing. Grant, K., Cravens, D.W., Low, G.S. & Moncrief, W.C. (2001). The Role of Satisfaction with Territory Design on the Motivation, Attitudes, and Work Outcomes of Salespeople. Journal of the Academy of Marketing Science 29 (2). pp. 165-178. Ingram, T.N., LaForge, R.W., Avila, R.A. (2008). Sales Management: Analysis and Decision Making. M.E. Sharpe. New York. Merging Two Pharmaceutical Sales Organizations (2010). Retrieved November 11, 2010 from http://www.imshealth.com/deployedfiles/imshealth/Global/Content/StaticFile/Merging_Two_Pharma_Sales_Orgs.pdf Smith, K., Jones, E. & Blair, E. (2000). Managing Salesperson motivation in a Territory Realignment. Journal of Personal Selling & Sales Management 20 (4). pp. 215-227. Spiro, S.R. (2003). Management of A Sales Force 11. Tata McGraw Hill. Zoltners, A.A. & Sinha, P. (2005). Sales Territory Design: Thirty Years of Modeling and Implementation. Marketing Science 24 (3). pp. 313-331. Zoltners, A.A., Sinha, P. & Zoltners, G.A. (2001). The complete guide to accelerating sales force performance. AMACOM Div American Mgmt Assn. If you are looking for University assignment help then you can contact us any time. You can also get assignment help offers from our experts.