Sales & Distribution

- Organizational Structures -
 Sales Organization
Client
860

Pastime Corporation
Company Code
CC00

Domestic Sales Europe Asia Pacific

Sales Organization Sales Organization Sales Organization
So00 EURO APAC

Direct Wholesale Retail Wholesale Wholesale

Distribution Channel Distribution Channel Distribution Channel Distribution Channel Distribution Channel
DI WH RE WH WH

Baseball Softball Baseball Softball Baseball Softball Baseball Cricket Baseball

Division Division Division Division Division Division Division Division Division
BB SB BB SB BB SB BB SB BB
 Sales Organization
• Sells and distributes products, negotiates
terms of sales and is responsible for these
business transactions
• Critical organization element to the
definition of business markets
• A business transaction is linked to one
Sales Organization
 Distribution Channel
• Identifies how products and services reach
the customer
• Can be assigned to one or more Sales
Organizations
 Division
• Often times used to define product line
distribution
• Organization level to which customer
specific information and requirements are
maintained — e.g. pricing, partial delivery
• Assigned to one or more Sales
Organizations
 Sales Area
• Organizational element comprised of:
– Sales Organization
– Distribution Channel
– Division
• Will be used to link together the
organizational aspects of sales to
customers
• Used for statistical analysis
 Sales Area

Domestic Sales
Sales Organization
SO00

Direct Wholesale Retail

Distribution Channel Distribution Channel Distribution Channel
DI WH RE

Baseball Softball Baseball Softball Baseball Softball

Division Division Division Division Division Division
BB SB BB SB BB SB
 Sales Area

Domestic Sales
Sales Organization
SO00

Direct Wholesale Retail

Distribution Channel Distribution Channel Distribution Channel
DI WH RE

Baseball Softball Baseball Softball Baseball Softball

Division Division Division Division Division Division
BB SB BB SB BB SB
 Sales Office
• Typically defines a territory or market area
• Linked to one or more Sales Areas
• Optional organization structure
Internal Sales Organization

Domestic
Sales Area

Western Eastern
Sales Office Sales Office
 Sales Group
• Sales Group
– Sub-division of a sales office, territory or
market
 Sales Person
• Sales Person
– Defined in HR — Personnel Admin.
– Specifically defines an individual rather than a
position (sales rep.) in sales processing
 Internal Sales Organization

Domestic
Sales Area

Western Eastern
Sales Office Sales Office

Southwest Northwest Southeast Northeast

Sales Group Sales Group Sales Group Sales Group

Sales Sales Sales Sales Sales

Person Person Person Person Person
Shipping Point & Loading Point
• Shipping Point
– Location that performs all delivery related
activities
– Assigned a factory calendar
– A delivery can be processed from only one
shipping point
• Loading Point
– A subdivision of the shipping point used for
more specialized handling
 Shipping Organization
S io u x F a lls
PLANT
PT00

F r e ig h t D o c k E x p re s s E x p o rt
S h ip p in g P t S h ip p in g P t S h ip p in g P t
SP00 Q U IK EXPT

D ock #1 D ock #2 D ock #3 D ock #2

L o a d in g P t L o a d in g P t L o a d in g P t L o a d in g P t
D1 D2 EX XP