Organisation

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Organisation

Organisation

To ensure the implementation of the sales process is successful, the organisation must be flexible, robust and resilient to errors. Commitment to sales and customer service underpins all of the processes within a successful organisation.

Dependent on size and sector, there are a number of different functions and positions within the sales department, such as sales manager, key account manager, category manager, channel manager, telephone sales agent, area sales manager, field sales and office based staff as well as sales assistant.

Getting the structure right is very complex, as decisions must be made about how to develop the sales department according to functions, regions, products, sectors, processes or customers or a combination of several of these factors.

The position of the sales department within the organisation also has to be clarified; is it independent or part of another division, centralised or decentralised, self-managed or outsourced?

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