Business_PCL_I_Mkt_Sales_Organisation_Sales_Strategy_Weekly_Assignment

8/7/2019 Business_PCL_I_Mkt_Sales_Organisation_Sales_Strategy_Weekly_Assignment

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Assessment Front Sheet

IMPORTANT: Your assignment will not be accepted without the FRONT SHEET.

Campus: Stream:

Level: PCL-1 Year/Semester

Module Name:Sales Organization and

Sales StrategyAssignment Type: Weekly Assignment

Students Name: Assessors Name:

Issued on:Reqd. Submission

Date:

Actual Submission Date: Submitted to :

Higher Level SkillsStudents are expected to develop the following skills in this assignment:

Cognitive skills of critical thinking, analysis and synthesis. Effective use of communication and information technology for business applications. Effective self-management in terms of planning, motivation, initiative and enterprise.

Certificate by the Student:

Plagiarism is a serious College offence.

I certify that this is my own work. I have referenced all relevant materials.

________________________

(Students Name/Signatures)

EXPECTED OUTCOMES Assessment Criteria To achieve each

outcome a student must demonstrate theability to :

Achieved (Y/N)

Development of Sales Organization Explain the need & importance of making

organization to meet the current situations

Database a boon for development Explain various strategies to develop the

organization.

Assignment Grading Summary (To be filled by the Assessor)

Grades Grade DescriptorsAchieved Yes/No (Y /

N)

P A Pass grade is achieved by meeting all the requirements defined.

M1 Identify and apply strategies to find appropriate solutions.M2 Select/design and apply appropriate methods/techniques.

M3 Present and communicate appropriate findings.

D1Use critical reflection to evaluate own work and justify valid

conclusions.

D2Ability to anticipate and solve complex tasks in relation to the

assignment.

D3 Demonstrate convergent, lateral and creative thinking.

OVERALL ASSESSMENT GRADE:

TUTORS COMMENTS ON

ASSIGNMENT:

SUGGESTED MAKE UP PLAN

(applicable in case the student is asked

to re-do the assignment)

REVISED ASSESSMENT GRADE

TUTORS COMMENT ON

REVISEDWORK (IF ANY)

Date: Assessors Name / Signatures:


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CASE STUDY:

Development of Sales Organization

Owing to intense global competition, slow growth in markets and different customer expectations, sales

organizations have to reengineer their organization structures and streamline their processes. An inefficient

organization structure can frustrate top managers as it may result in strategic plans going astray due to

absence of clearly defined responsibilities and reporting relationships. Developing customer-centric

organizations, building strong relationships within and outside the organization, modifying the traditional top-

down hierarchical structure and introducing cross-functional teams are some steps companies are taking toimprove their efficiency and profitability.

The organizational structure should fulfill the purpose for which it has been designed. The role of a sales

organization is to achieve company objectives, streamline reporting relationships, facilitate effective

coordination and control and develop an efficient sales force structure to ensure effective selling strategy.

Designing the sales organization plays a crucial role in a companys overall success. One must consider the

influence of external and internal factors while designing a sales organization. External factors include the

markets targeted and the technology prevailing in the target market.

Internal factors influencing the design of a sales organization include the company objectives, the size of the

sales force, core competence of the company, compensation system, reporting relationships, etc. Based on the

span of control, authority, hierarchical levels and departmentalization, four basic organization structures arepossible. These are formal and informal structure centralized and decentralized structure, vertical and

horizontal structure and line and staff organization structure.

To efficiently serve the ever-changing needs of customers in the best possible manner, a company can have a

product-based, geographic-based, customer-based or a combination-based sales force structure. The type of

customers, the market size and its potential, the type of industry in which the company is operating, level of

sales desired, size of the sales force and the width and depth of the product mix are some factors that

influence the decision on the type of sales force structure to be adopted.

Sales culture plays an important role in the success of a sales organization. Sales culture is a collective

impression of the values, attitudes and personality of top management in an organization. It pervades down to

the lower levels of hierarchy over time. Sales culture has a significant influence on sales force activities and

attitudes. The various components that make up sales culture include symbols, language, ceremonies, rites and

rituals, role models, tales and stories, and values and beliefs. The strength and direction or fit of the sales

culture also play a crucial role in developing a sound sales organization.

Sales are one of the most crucial functions of an organization. It is the principal, and often, the only revenue

generating function in the organization. Sales has formed an important part of business throughout history and

will continue to do so. A constant evolution has been witnessed in the sales function from the early Stone

Age, through the Iron ages and the Middle Ages to sales in the twenty-first century. The evolution of the sales

concept can also be studied in terms of seven generations.

In addition to helping an organization achieve its business goals, the selling function performs various otherroles such as enhancing knowledge pertaining to the internal and external environments, developing positive

relationships with customers, suppliers and distributors, and negotiating with customers to sell the companys

products profitably. Despite the crucial role the selling function plays in the growth of an organization, sales

has a rather negative image associated with it.


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This can be attributed more to the misconceptions in the minds of the people rather than actual knowledge of

the profession. The major objectives of a sales organization are to increase sales volume, contribute to profits,

and attain long-term growth. For an organization to be successful, it is essential to integrate the sales and

marketing functions so that coordination of activities can be achieved.

Over the years, substantial changes have taken place in the selling environment, sparking a change in the sales

function too. The various trends that have shaped the sales function include shorter product life cycle, longer,

more complex sales cycle, reduced customer loyalty, intense competition among manufacturing firms, rising

customer expectations, increasing buyer expertise, electronic revolution in communications, and the entry of

women into the sales force.

Questions:

Q1. What is the major role of Sales Organization?

Q2. Describe the development of Sales activities over the centuries.

Q3. What are the recent innovations in the Sales techniques?

Documents

Business_PCL_I_Mkt_Sales_Organisation_Sales_Strategy_Weekly_Assignment