Line vs Staff Personnel - Tennessee Tech University线和工作人员-田纳西技术大学.pptVIP

Organizing Arranging the people and work activities within an organization to achieve greater efficiency and effectiveness Results in an organization chart Organization chart – a diagram showing the relationships of jobs and positions within an organization Line vs. Staff Personnel Line Personnel – have the authority to issue orders and make decisions for those below in the chain of command Staff Personnel – have no power to issue orders over others Staff functions are added to advise and support line functions. Staff personnel must rely on the power of persuasion and influence. Use Product-based Structure when: A firm sells very dissimilar or unrelated products A firm sells many hundreds or thousands of products A firm sells products that are very complex or technical and require a lot of service Product-based Structures: Are decreasing in popularity (to market/customer structures) Can result in duplication of effort – more than one salesperson calls on the same customer Strategic Accounts: Very large-volume, important accounts Examples: Wal-Mart to PG; McDonalds’s to Coca-Cola Also called corporate, national, or major accounts Options for Handling Strategic Accounts: Let top company executives handle the accounts Have a separate sales force (dept) for these accounts Have a separate company division for these accounts General trend: not mixed in with the regular sales force Buying Center: All individuals involved in the purchase process Roles in the Buying Center: Users Influencers Deciders Gatekeepers Buyers Manufacturer’s Representative An agent who represents several manufacturers at the same time Handles related but non-competing types of merchandise An independent contractor who is paid by commission only When are manufacturer’s reps used? By small companies who don’t have their own sales force To introduce new products or to enter new territories To supplement a company’s own sales force Staffing Options for International Sales Use home-country intermed