Vorlesung 5 Direct Sales Organizations

Case Study BroadLab - Part 4

General criteria for a sales organization

Regional Sales Structure – An Example

General Criteria for a Sales Organization - Product

Regional Sales Structure – An Example

Cross Selling @ Divisional Sales Organizations

Up-Selling & Add-on sales

General Criteria for a Sales Organization – Customer / Industry

Sales Structure – Customer & Market Segmentation - An Example

Sales Philosophy „One Face to the Customer“

General Criteria for a Sales Organization – Process

Process Aligned Sales Organization – An Example

Matrix Sales Structure – An Example

The conflict potential in a matrix