My definition to a Sales Organization is; one that carefully plans and co-ordinates towards the objective of putting a product or service in the hands of the consumers.
A Sales Organization performs various activities which are considered necessary for delivering goods and services of a company into the hands of the ultimate consumers. All these activities must be governed by some crucial principles.
Principles of a Sales Organization.
A sales organization must be governed by some pre-determined goals. Goals are set to measure the success of a given organization.
The distribution of work among the workers should be in such a way that everyone gets a job according to their ability and taste.
Every staffs’ authority should be well defined by the chain of command to avoid conflicts at the place of work.
Assignment of Work
Every worker should know what and how to do their duties assigned to them at the appropriate time.
An organization should be prepared for long term operations. An organization is established to be in existence for generations or over a long time.
Duties and rights must be assigned to all workers so that they are able to discharge their duties successfully.
Unity of Command
A worker should be able to get orders and instructions from one particular executive only.
Unity of Direction
Plans should be well spelt out and operations of all departments should be carried out in accordance with these plans.
An organization should be prepared in order to incorporate the changes required from time to time.
The relationship between one worker and the other should be clearly spelt out under normal circumstances without any short circuit.
Span of Control
Span of Control for all workers should be limited so that they are able to exercise effective control over the operations of a company.
An organization should be able to provide the right leadership for all operations.