Marketing Management 3(2+1)

Lesson 28 : Functions of Sales Organization

Introduction

A good sales organization is a basis for successful execution of sales policy and sales programme and a medium to execute a sales plan. The sales department, with the help of salesmanship, advertising and sales promotion, produces mass markets and brings about mass distribution through multiple channels of distribution.

In sales organization there is a general sales manager, the chief executive of the sales organization in charge of planning, organizing, directing, and controlling all the activities. He may have an assistant sales manager to relieve him of his responsibilities that can be delegated to his deputy.