Sales Organization: Successfully Designing Structures and Processes

Christian Homburg (), Heiko Schäfer () and Janna Schneider ()
Additional contact information
Christian Homburg: Universität Mannheim

Chapter 7 in Sales Excellence, 2012, pp 93-110 from Springer

Abstract: Abstract Sales organizations can be structured in many ways, such as by products, regions, channels, or customers. This chapter considers structural options and the factors that should guide a manager or executive in making these difficult choices. Further, this chapter provides a closer examination of the “interface” between the sales organization and other functional units and offers specific strategies for smoothing those interactions.

Keywords: Customer Satisfaction; Customer Orientation; Interface Problem; Head Office; Sales Representative (search for similar items in EconPapers)
Date: 2012
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-642-29169-2_7

Ordering information: This item can be ordered from
http://www.springer.com/9783642291692

DOI: 10.1007/978-3-642-29169-2_7

Access Statistics for this chapter

More chapters in Management for Professionals from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().