G35 reenact CRO ee nirz cn ikiatiat ig ing almost impossible to keep track of products and sales i sales policies of 31 different “ft is pecomin nar ais Decor Se product divisions,” said UK G ucts from 53 ; products a i SEL Company. TI . , regional sales man: t on sony Tks aeslegitae teens eae eae a a ire was in. “Esser? EO Vor a year, and the sales engineers as well as th Fe ei yi peter ce being Bess camer benef points of so many predict, othe modified sles orgetzation pe 31 po Jjacts of the company were sold by the three grou oof ale people ~ sr ving business (private sector) customers, the second group walling to dealers who id company products to micro and small-sized customers, and Ge aeaees oF ‘t customers like state electricity boards and railways. a oked after government te that the private sector business customers needed more number of SEL’s , all the ne s°OUP thereafter sol salespersons [0 resting to not inter products than the other two groups. This eograpicet and market combination sales organization structure 12S implemented from nization structure on the recommendation of the eater geographical and product based sales orga aprofessor from a management institute. “In fact,” said based organization was ‘much better, as sales engineers looke« therefore became experts to give correct technical advice to customers.” However the problem in the earlier organization structure was that some customers were getting irritated with two or three cles engineers calling on them from different product divisions of the company. ‘ganization structures were having some merits and afew drawbacks. However, Jes engineers, the sales and profit performance of all the Both types of or; despite these problems faced by the sa e question was whether other factors, such as and the competitors’ four regions showed marked improvement. e general improvement in the economy, the company’s marketing strategies, petito d profits or was it due to the modification rerformance have contributed to the increased sales an in the sales organization structure. Gupta, ‘the earlier geographic and product: ‘4 after only five or six products and Scanned with CamScannerDiscussion Questions 1. Was the decision to modify the organization structure right? Justify your answer, 2. Are there any other alternative sales organization structures available to the company 3. If you were the general manager of eastern region to whom UK Gupta reporte; d, . would you respond to his problem? This cace was nrenared hy Prof Krishna K. Havaldar for classroom discussion. Scanned with CamScanner