Professional Documents
Culture Documents
Professional Selling:
A Trust-Based Approach
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams
Interrelatedness of
Sales Force Deployment Decisions
Allocation
Allocation of
of
Selling
Selling Effort
Effort
Sales
Sales Force
Force
Size
Size
Territory
Territory
Design
Design
Professional Selling:
A Trust-Based Approach
Ingram
LaForge Avila
Schwepker Jr. Williams
Analytical Approaches to
Allocation of Selling Effort
Easy to Develop and Use
Single
Single Factor
Factor
Models
Models
Low
Analytical
Rigor
High
Analytical
Rigor
Portfolio
Portfolio
Models
Models
Decision
Decision
Models
Models
Difficult to Develop and Use
Professional Selling:
A Trust-Based Approach
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams
Market Potential
Categories
A
B
C
D
25
23
20
16
32
24
16
8
Professional Selling:
A Trust-Based Approach
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams
Portfolio Models
Professional Selling:
A Trust-Based Approach
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
High
Low
Account Opportunity
Competitive Position
Strong
Weak
Segment 1
Segment 2
Segment 3
Segment 4
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams
Decision Models
Professional Selling:
A Trust-Based Approach
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams
Salesforce Turnover
Is very costly
Should be anticipated
Professional Selling:
A Trust-Based Approach
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams
Number of salespeople =
Professional Selling:
A Trust-Based Approach
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams
Marginal Contribution
$85,000
$80,000
$75,000
$70,000
Module 4:
Sales Organization Structure and Sales Force Deployment
Marginal Cost
$75,000
$75,000
$75,000
$75,000
Ingram
LaForge Avila
Schwepker Jr. Williams
Designing Territories
Professional Selling:
A Trust-Based Approach
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams
Select
Planning and
Control Unit
Professional Selling:
A Trust-Based Approach
Analyze
Planning and
Control Unit
Opportunity
Form Initial
Territories
Finalize
Territory
Design
Assess
Territory
Workload
Module 4:
Sales Organization Structure and Sales Force Deployment
Ingram
LaForge Avila
Schwepker Jr. Williams