Professional Documents
Culture Documents
Session 9
Sanjeev Varshney
sales organisation
Line & staff sales organisation
Functional sales organisation
Horizontal organisation
specialisation
Product specialisation
Market specialisation
Matrix sales organisation
Alternative sales organisations for major
customers:
Framework
Preferred in
Advantages
Disadvantages
Better marketing
decisions with specialist
staff
Better focus of sales
people
Functional
Large sized companies with
Sales
large product portfolio
organisation
Situations of conflict
Very high cost of coordination
Horizontal
Large sized companies with
organisation multiple customers. Work in
teams
Reduction in supervision
and costs
Improvement in
efficiency
Possible in self
motivated teams only
Line sales
Organisatio
n
Assignment 3
For Case titled Eureka Forbes, comment on the
suitability of the new sales performance evaluation
plan. Should this be rolled out? If yes would you
recommend some changes to the plan & why?
Explain the reasons for the failure of the current
sales process that were observed by Goklaney in
the field.
Comment on the other sales management
practices at Eureka forbes Ltd. What changes
would you recommend ?