Essays on Sales Team Structure Roles And Rewards Case Study

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The paper "Sales Team Structure Roles And Rewards" is a perfect example of a Management Case Study. Plan International was established more than seventy years ago. Plan International is known as the non-profit and non-governmental organization in the field of child development. The organization has its operations in more than 50 countries in the developing world. The operations are designed to provide empowerment to the local communities as a way of enabling them to deal with poverty issues as well as provide different amazing opportunities in order to attain their full potential.

The basis of the program of Plan International Australia is on the fact that positive and real change in the life of a child can only take place if the children are involved in the process. Plan International Australia works towards uniting, empowering as well as inspiring the communities to advocate for the rights of children. IBM is a global technology and innovation company that stands for progress. With operations in over 170 countries, IBMers around the world invent and integrate hardware, software, and services to help forward-thinking enterprises, institutions, and people everywhere succeed in building a smarter planet.

With a 79-year history in Australia, IBM has been applying its expertise, global scope and creativity to help Australia compete in the global digital economy. Base on the geographic location, sales roles and remuneration packages that a software sales team structure can be reorganized in the Australian marketplace. PART 1: Sales Team Organisation Chart 1.1. Sales Team Organisation Chart 1.2. Chart Overview Figure 1.1 illustrates within the organization sales force had some interactions among other functional areas-production, logistics, marketing, and accounting and finance-the need for coordination was limited but necessary.

For example, the account manager for a major customer can call on the project manager and technical support engineer for the product production. If the situation is appropriate, the R& D team may also be involved in this specific product development. If the product is such a brand new product, marketing people may use promotion tools to raise product awareness and build good public relations, which in order to help salespeople to sell. Finance and accounting are also very important for salespeople since all of the sales activities cannot be go-over the financial budget.

As a result, with an increased focus on solving customers’ problems, two-way communication can be used to describe the relationship between sales and other departments. The salesforce first communicates with customers to gain their needs and then bring the expectation back to the organization and cooperate with other functional staff. (William L. Cron & Thomas E. DeCarlo 2009, p171) PART 2: Sales Team Organisational Structure 2.1. Customer Specialization Sales Structure 2.2. Chart overview IBM’ s sales force of around 35,000 people is a good example of a company that has organized its sales force around customers.

The sales force is organized according to customer size, industry, and location. In this environment, delivering a great product is not enough, and providing solutions to customer needs requires a deep understanding of the customer and its market situation. In such conditions, specializing by customers is highly effective. Since in the enterprise relationship, a customized product is a key factor to keep a long-term relationship between the two companies. Therefore, this type of structure allows salespeople to gain a deep understanding of the customer’ s special needs and problems, and in order to become experts in certain industries.


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