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Unit 12: Sales Management

sales force can also be designed to meet the customer service issues that are most important at Notes
each stage of the selling process. A disadvantage of this type of organisation may be the
overlapping of accounts by using different techniques.

Activity Sales Method
Prospecting Telemarketing/cold calls
Presentation Face-to-face field sales
Service Personal visits

12.4.5 Hybrid Sales Organisation

A hybrid sales organisation is formed when two or more organisational types are combined.
This type of organisation structure is designed to overcome the problems of individual sales
organisations. Its main advantage is the ability to offer customers the service they need using
the most efficient method. The primary disadvantage of hybrid sales organisation is the difficulty
of managing multiple sales forces, whether they are serving the same or different customers.

Figure 12.4: Hybrid Sales Organisation

12.4.6 Team-based Sales Organisation

Many organisations are more responsive to their environment because they use team work as
their basic building blocks making them team-based organisations. Teams are made up of
people from different functional units, such as manufacturing, technical support, marketing and
sales (see Figure 12.5). These cross-functional teams are composed of a defined group of individuals
bringing together expertise from different parts of the supplier organisation to capture, retain
and increase business with customers.

Figure 12.5: Supplier Selling Team

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