Sales Organization

Meaning and Definitions:

Sales organisation is a structural framework, specifying the formal authority and responsibility between persons working in the organisation. It consists of group of individuals working jointly to attain qualitative and quantitative selling objectives.
In the words of C. L. Boiling,"A sales organization serves as the unified contact or relationship point with customers. Building a separate sales organisation allows for continuous interaction with customers to obtain valuable information about their problems, suggestions, and future demands. A sales organization is set up for achieving the desired success in selling operations, where the ability of each salesperson is utilized to the optimum level to enable successful selling operations."

Sales Organisation Characteristics:

• Sales organisation is a part of the total enterprise dealing with sales activities.
• It consists of a group of people engaged in selling activities.
• It works for the attainment of common objectives of selling.
• There exist formal and informal relationships between persons engaged in selling activities.
• It defines the duties, responsibilities and rights of people in the selling jobs.
• It establishes departmentalization of selling activities separately.
• It is a means to the efficient execution of the sales functions and accumulation of resources to perform those functions.
• The success of sales organisation depends on the unified and coordinated efforts of salespersons.
• The selling organisation acts under the direct control the sales manager.