16) Scalability In a physical outlet if there is a surge of customers it becomes very difficult to handle them as you have a limited staff. Self-service resources for platform developers, including the developer community and built-in collaboration and knowledge sharing. Structure of Marketing Organisation: The organization structure of any firm depends mainly on its market needs and management philosophy. Fusce dui lectus, congue vel laoreet ac, dictum vitae odio. It makes sense to divide an organization by geography if different customer preferences, languages, cultures and ways of doing business exist in the areas where the business operates. For every $1 of sales, Walmart was generating 50% more operating profit, with 30% less in operating expenses. Non-technical "citizen developers" with the ability to create user apps and automate even complex data and other business processes. • Low cost• Proper territory management leads to low geographic duplication of effort• Low duplication of effort with customers (unless buyers are organizations that cross territories), • Sales reps have a hard time developing product or market specialization (unless the organization commits to specialized sales forces allocated by geography)• Territory sizing can be a challenge, resulting in uneven revenue/opportunity across geographies’. Built-in collaboration, configurable roles and user rights, and performance analytics. Answer (1 of 1): Some advantages include hiring local personnel that are of the same culture of many of the customers you may be serving. It has to collect marketing information through market research and other sources. Geographic departmentalization - Grouping activities on the basis of territory. Self-service resources provided to users responsible for setting up and operating a business process automation solution. Basic Types of Sales Organisations Sales organisations are generally classified into four basic types: • Line Organisation • Line and staff organisation • Functional organisation • Horizontal organisation We shall discuss main characteristics, advantages, and disadvantages of each type of sales organisation Their close geographical proximity to customers encourages the development of personal friendships which aids sales effectiveness. Key Points. Limiting Growth from Ambitious Sales Professionals. No Code. D) It ensures that organizations will engage in socially responsible efforts. These have several employees who carry out a similar type of activities for the betterment of their company. Every sales force structure has its own set of pros and cons, so it’s important to form a structure that supports your company’s goals. It helps you to build on what you do well, to address what you're lacking, to minimize risks, and to take the greatest possible advantage of chances for success. Of the following, which is NOT an advantage of the functional structure? When an organization with a simple structure increases its sales revenue and volume of outputs, it is most likely to develop a _____ structure. Course Hero is not sponsored or endorsed by any college or university. Geographical Structure An advantage of this form of organization is its simplicity. Donec aliquet. Local personnel can offer insight on local customs, business practices and behaviors as well as applicable laws and regulations. A disadvantage is that rumors and gossip can spread through the grapevine. Organizational structure is the formal layout of a company's personnel. The size of marketing organization depends to a large extent on the sales activity of the form. 2. Advantages:• Low cost • Proper territory management leads to low geographic duplication of effort • Low duplication of effort with customers (unless buyers are organizations that cross territories)Disadvantages:• Sales reps have a hard time developing product or market s… According to a Harvard Business Review survey, high-performing sales organizations have well-documented and explicitly structured sales processes. B) It can help the organization to acquire the latest and most scale-intensive machinery. For e.g. Optymyze has the highest-rated sales performance management solution, beating out SAP, Oracle, Anaplan, Varicent, and Xactly. A) It promotes economies of scale. This can help with management and making decisions that will have a direct impact on the business. All of the following are types of sales objectives EXCEPT : B. employer-related 46. Pellentesque dapibus efficitur laoreet. Practically speaking, most organizations use some hybrid of the sales organization structures I’ll outline here, with sales force size and market segmentation serving as prime considerations. Diversification is part of the four main growth strategies defined by Igor Ansoff’s Product/Market matrix (Fig 1). minimize travel... 170.An advantage of a geographical sales organization is. Built-in automated controls for governance of data, users, apps, and all system components. Each salesperson is assigned a territory over which to have sole responsibility for sales achievement. Get one-on-one homework help from our expert tutors—available online 24/7. Business process and data automation with workflow, reporting, and many other types of user apps for sales, service, workforce, finance, and more. The main functions of a sales organization are given below: 1. The Disadvantages of Geographic Sales Territories . Centralization The degree two which important decisions and tasks performed at higher levels in the management hierarchy. This is also known as territorial sales force structure, and it means that the organization assigns each sales rep to a certain geographic area. Uninterrupted flow of information, seamless user experience, and "plug and play" architecture. Kmart was still much larger than Walmart in total sales but look at the 2X sales per store of Walmart vs. Kmart. This allows for more efficient and effective selling to occur. Employees are divided into different geographical aspects. • Sales reps understand the needs of their customers and build stronger relationships• Management control can be strategically allocated to different markets, • Higher costs• Geographic duplication. e vel laoreet ac, dictum vitae odio. Social and Environmental Protection with Geographical Indications. It has to undertake product planning i.e., decide about the package, brand and trademarks, etc. smaller costs for sales calls. We’ve got course-specific notes, study guides, and practice tests along with expert tutors. SWOT Analysis is a simple but useful framework for analyzing your organization's strengths, weaknesses, opportunities, and threats. Unlike functional, geographical, or product division structures, the matrix structure shares joint control over firm’s various functional activities. smaller costs for sales calls. 2. Sales territory planning and management is an important task, the sales team along with the top management in the sales department should spend time and plan the sales territories and provide guidelines for the management of the sales territories. Such an integrated organizational structure facilitates greater interaction and flow of information throughout the organization. TYPES OF ORGANIZATION TYPES OF DEPARTMENTALIZATION CENTRALIZATION AND DECENTRALIZATION “Organization is a system of co-operative activities of two or more persons.” Organization is the process of dividing up of the activities. geographical sales organization is the simplest structure, where the United States, or indeed the globe, is first divided into regions and each region is divided into districts or territories advantages of geographical sales organization minimize travel time, expenses, and duplication of selling effort In the same way, various geographical areas will be assigned to different sales people or sales team. Optymyze delivers the security and trust needed for global deployments. Though it’s very important to craft a complex sales force structure that supports company growth, 9 out of 10 sales organizations are struggling to find the sales structure that best suits their particular needs. An advantage of a geographical sales organization is A. more effective, specialized customer support. Evergreen is a collection of links to the best learning resources in business, collected by a group of managers, founders, and investors. Geographical diversification is the practice of investing across geographic regions to reduce risk and improve returns. Ask your own questions or browse existing Q&A threads. This is possible through the geographical groupings or divisions within the product-type divisions, such as IT & Mobile Communications. Easily configured changes to everything from data to models to workflows and user apps. This is also known as customer sales force structure, and it means that sales reps are grouped by customer or industry. I. Optymyze unifies DataOps and DevOps for virtual operations. Donec aliquet. If you see a corporate ladder, you will find that all the levels that come under the top and all the subsequent ones have be… Continuous integration, testing, and deployment, component reuse, and auto logs. In business, a competitive advantage is the attribute that allows an organization to outperform its competitors.. A competitive advantage may include access to natural resources, such as high-grade ores or a low-cost power source, highly skilled labor, geographic location, high entry barriers, and access to … Sales force organization is the process of allocating and managing sales resources to meet sales and marketing objectives. It creates a very clear hierarchy, with the CEO/general manager at the very top, and department managers immediately below. A sales organization performs a number of functions. Unified platform to automate the creation of virtual data warehouses, data processes, and analytic, planning, and other user apps. MANAGEMENT 305. In this alignment, the sales force’s area of responsibility is defined by the products or product groups, ignoring geographical lines. Optymyze enables the virtual workforce with business automation. 1 A feature of Community policy on agriculture and product quality, 2 Regulation (EEC) No. • Geographic duplication• Customer duplication• Greater need for coordination. An advantage of a geographical sales organization is A. more effective, specialized customer support. A clearly documented sales structure helps streamline the chain of command, and the increased transparency leads to more efficient decision-making. Lorem ipsum dolor sit amet, consectetur adipiscing. Supplemental developers and specialists to help execute the more complex initiatives. The advantage of a product sales organization is that _____. One advantage of such a grapevine is that employees who interact outside the confines of the formal organizational structure often cooperate better, benefiting the organization. Functions of Sales Organization. Flexible data architecture, unified data, logic, and app architecture, and autonomous deployment. To achieve the common goal of an organization, the company combines teams under different departments. If an organization's customers are geographically … Course Hero has all the homework and study help you need to succeed! C. minimize travel time, expenses, and duplication of selling effort. Out-of-the-box workflow, reporting, and other user apps, Non-technical setup of data, rules, and models, Shared data model for cloud and virtual data management, Democratized data and user app development, Data, analytic, planning, and business automation, Multi-cloud, multi-data scalability and elasticity, Continuous integration and autonomous deployment, High volume, variety, and velocity data operations, Multi-platform, multi-system connected integration, Solution admin user enablement and support, Platform developer enablement and support, Cloud operations support and performance analytics, 4 Common Misconceptions about No-Code/Low-Code Platforms, Advantages and Disadvantages of Different Sales Structures. Optymyze provides a unified, no-code platform as a service for data, analytic, planning, and business process automation. A) divisional B) functional C) product-market D) geographic Optymyze scales data and analytic process automation for the virtual enterprise. C) It promotes in-depth skill development of employees. Share your own to gain free Course Hero access. Structures of sales organization Structure? A. salespeople can develop expertise with technical characteristics, applications, and selling methods associated with a … For a sales team to successfully grow revenue for the company, the organization must obtain an understanding of the various elements that factor into operating a sales organization. The divisions establish themselves in the geographical area they serve, creating regional, national or international operations. That's because you can tailor your approach to the local market. The organization reflects the number of sales representatives and their skills, the size of the product range, the location of customers and prospects, and the market sectors in which a company operates. This is also known as territorial sales force structure, and it means that the organization assigns each sales rep to a certain geographic area. It groups individualsas per the functions and activities they will be performing in a single department. If more sales and sales related activities are there, the size will be large and vice versa. A. more effective, specialized customer support. In this structure, responsibilities are divvied up according to everyone’s place in the sales process â€“ inside sales, account managers, product specialists, and so on. Full access to the no-code platform capabilities for building custom data and user apps. No Code. Optymyze helps customers take advantage of monthly platform upgrades and new and improved apps released continuously. Optymyze gives leaders control over no-code development. The geographical structure allows for close communication with local customers. Selecting the right sales force structure and documenting it thoroughly provides a host of organizational benefits: Now you’re ready to start building the unique sales management structure that best fits your organization – helping you improve performance, adapt your sales compensation strategy, and drive sales growth. chapter 004 sales force organization true/false in recent years firms have restructured their sales organizations around their best selling products. The other three strategies in this matrix are market penetration, product development, and market development. No code. The Advantages of Geographical Organizational Structure. employees of a single organization would be divided as manager operations of the Asia Pacific, manager sales of Europe and etc (Gibson, 2008). Performance optimization, cloud and storage agnostic, infrastructure elasticity and resizing. Another advantage of this organizational structure is the company’s ability to fine-tune its strategies and operations based on market characteristics. Higher sales figures and reduced costs have helped the portals to gain a bigger profit margin and have turned out to be an important benefit of an e-commerce site. We contribute resources about one topic, which are… Sales organization structure 1. Optymyze delivers success with enablement and support. Find the best study resources around, tagged to your specific courses. Introduction. Nam risus ante, dapibus a molestie consequat, ultrices ac magna. The traditional knowledge of argan oil combined with the organization of cooperatives, adoption of modern processing techniques and backing of a regional GI has brought significant change to the women producing argan and the society in the region as a whole. Cloud data warehousing and processing, analytic and planning models, and more. This is by far the most widespread form of organizational structure. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Centralized structures place authority and responsibility at higher management levels. The sales activities in an office supply firm can be broken down into three departments that serve retail, wholesale and government accounts. 20-219 GEOGRAPHIC SALES ORGANIZATION COMPREHENSION What is an advantage of a geographical sales organization? Total operating profit is the same but look at the marginal economics. Large business organization incorporates this strategy in … • Sales reps develop product expertise• Management can guide selling efforts, • Higher costs due to duplication of efforts within geographies and customer accounts• Coordination required when more sales reps have the same geography/accounts. difficulty 45. The strategy helps the organization to increase sales volume and revenues while keeping costs to minimum. Satisfaction guaranteed! When salespeople don’t perform at their best, leaders often point fingers at sales compensation or strategy â€“ but these sorts of problems often stem from the company’s sales structure. a. more effective, specialized customer support b. minimized travel time, expenses, and duplication of selling effort c. smaller costs for sales calls d. reduced number of salespersons in the salesforce e. few required sales managers Answer: b Page(s): 532 LO: 4 … No code. D. reduced number of salespersons in the salesforce. Nam lacinia pulvinar tortor nec facilisis. 1) LINE ORGANIZATION : In this type of organization, authority flows from top to bottom Self-service cloud operations request management, performance and usage analytics, and system support. The first European framework for the registration of geographical indications and designations of origin was created in 1992. 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