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6 views

Songhs

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03210108.gcbs
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Sales organizations can be structured in several ways, depending on the size of the

business, the product offerings, and the market segments served:


1. Geographic Structure: In this structure; the sale teams are grouped by geographical
location such as regional or territorial teams. It also makes it easier for sales representatives
to focus in certain areas, gain as much insight as possible on the respective market and
most customer preferences.
2. Product-Based Structure: This structure is in that the sales force is departmentalized
based on products or groups of related products. Such structure is typical for industries
associated with product differentiation, when the sales require specific skills and knowledge.
3. Customer Segment-Based Structure: This structure places the customers in categories of
needs or in categories of business segmentation. For instance, while targeting B2B
customer, it would be categorizing by the scale of customer targeting would necessitate
different strategies, small business scale and large-scale business scale.
Therefore, the decision to adopt a particular form of sales depends on the company’s
objectives and available capital. For instance, a firm such as Pepsi may divide its sales team
with geomatrix to handle the varying geographical needs of the consumers while Microsoft, a
technical firm may adopt product matrix to take detailed interest in its numerous software
products.
The Role of Sales Training and Collaboration
Training people is therefore very critical in any sales organization as well as working hand in
hand. Training is consistent in order help the sales representatives to stay current on
products, selling skills, and competition. To ensure this aspect of the sales industry is
competitive, more frequent training programs are relevant to the performance of a sales
team (Salesforce, 2023).
Further, social collaboration technologies which includes the customer relationship
management assist the sales teams to share customer details, monitor progress and
strategies on sales. These tools help centralise customer information so that all members of
a particular team can get updated about a given customer which helps in improving the
internal efficiency. For instance, a team that is working on a large sale project can use CRM
to track the progress, follow-up on the planned tasks and respond to the client’s issues and
or complaints on an online Customer relation management platform.
Open communication within the sales team also has positive impacts on the company’s
customers as they get equal attention from the sales team. This alignment does not only
actually increase the sales performance but also customer retention (Indeed, 2023).
Conclusion
It is therefore evident that sales are the pillar of every company, with a proper management
of sale, it results to enhanced conversion factor, enhanced customer satisfaction thus
boosting the company’s survival. The identification of a coherent sales model, the creation of
a highly effective sales organization, as well as constant focused training and cooperation
are all key ingredients for the creation of a best-in-class sales team. While the marketplace
is dynamic, so are sales methods; therefore, the approach remains best for sales since it
allows adjustment to changes in the market.

References
Alison. (2023). Introduction to sales. Alison. https://alison.com/course/introduction-to-sales
Indeed Editorial Team. (2023, June 8). What is a sales organization? Definition and types.
Indeed Career Guide. https://www.indeed.com/career-advice/career-development/what-is-a-
sales-organization
HubSpot. (2024, January 6). Sales 101: Strategies for beginners. HubSpot Blog.
https://blog.hubspot.com/sales/sales-101
Salesforce. (2023). Understanding the sales process and sales organization. Salesforce.
https://www.salesforce.com/products/sales-cloud/overview

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