MODEL FOR THE HOMOGENEOUS GROUPING OF THE SALES FORCE

摘要

It is generally accepted that a good organisation of the sales force boosts the efficiency of the salesmen to the maximum. We feel that this task includes among others, two particularly differentiable phases. The first of these is linked to the setting up of an organisation chart that is capable of clearly defining functions and responsibilities with the object of making relations more fluid and transparent between the different levels of the sales personnel. The second and chronologically after, attempts to integrate in each "sales group" personnel who commonly possess certain qualities, characteristics and peculiarities at a certain level with the object of making life easier among them and allowing ease of substitution among members of the group. We will develop the first briefly and pass on to the second in more depth and make this the central object of this paper.