Field Sales Force (I)
Based on what organization model Field Sales Force can be? What model is the best for your Company?
Posted: Nov 2007
FSF is sales department trained and organized in a best way to serve both the organization and the customers. Sales department can be organized in several ways. Basically, the whole sales territory ( country, canton, district, etc. ) is segmented in Trade Channels, which are groups of outlets with similar characteristics ( e.g. Size, range of products, business orientation, ... ).
The service to customer is obtained through number of salesmen, who are in charge for a specific sales area or sales route.
The organization can be:
- Route/Channel oriented, meaning that whole sales territory is divided in geographical routes. Single salesman is serving outlets of all channels within his territory. Example, Salesman of Beer Company is in charge for a town with 100 outlets, where 40 are Caffes, 20 are Restaurants, 30 are Traditional Groceries, etc.
This type of routing is suitable for companies with small market share and portfolio, or companies that are just starting.
- Channel/ Route oriented Sales Force is organized in a way to cover market through Trade Channels. Sales Force of these companies are trained and focused to cover specific channel. Example: Soft Drink Company is covering 80 caffes and restaurants by 2 Salesmen, 60 Traditional Groceries and kiosks by 2 salesmen and 8 Key Account Outlets by 1 Salesmen
This type of Sales Force routing is suitable for companies with large volume and potential, in a environment of strong competition and demanding customers.
- For companies of a bigger scale even the managerial structure of Sales Force managers is divided in areas: