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Sales Management
Notes
Figure 5.4
Managing Director
Sales Promotion Customer Service Mgr.
Staff
Authority
Regional Mgr Regional Mgr
Regional Mgr (NE) Regional Sales Mgr (South)
Line
Authority
Sales Executive Sales Executive
Figure 5.5: Staff Relationship by Dashed Lines
Line and Staff Department Organisation
President Astt. to prevident marketing
Vice-president in Charge
of Marketing
Advertising General Sales Manager of Marketing
Manager Manager Research
Director of Sales Assistant to Sales Director of
Sales Personnel General Promotion Dealer and
Training Director Sales Manager Distributor
Manager Relations
Staff
District Sales Manager
Line
Branch Sales Manager
Sales Personnel
5.9 Functional Sales Organisation
Functional sales organisation was designed by F W Taylor and takes into account, that, all the
executives and employees should have different types of activities, as far as possible. Functional
sales organisation is aimed at utilising the benefits of specialisation to the fullest extent. All
sales personnel receive direction and are accountable to different executives on different aspects
of their work in contravention to the principle of unity of command.
Most of the firms use this type of organisational structure as it not only provides a platform for
improved performance through specialisation, but also, improves coordination among the
functional executives.
68 LOVELY PROFESSIONAL UNIVERSITY
