03 karir di bidang penjualan - modul.mercubuana.ac.idadama+sume+... · karir di bidang penjualan....
TRANSCRIPT
Modul ke:
Fakultas
Program Studi
Salesmanship & Manajemen Penjualan
bySyahlan A.Sume
03F E B
Manajemen
STRUKTUR ORGANISASI &KARIR DI BIDANG PENJUALAN
Struktur organisasi penjualan itu apa sih?
Suatu susunan & hubungan antara tiapbagian serta posisi yang ada pada suatuorganisasi dalam menjalankan kegiatan
operasional untuk mencapai tujuanyang di inginkan.
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Faktor yang mempengaruhi Struktur Organisasi
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PENGGOLONGAN AKTIVITAS DALAM STRUKTUR DAPAT KITA BAGI MENJADI EMPAT UNSUR :
• unsur pimpinan• unsur pembantu pimpinan
• unsur pelakasana tugas pokok• unsur pelaksana tugas-tugas
fungsional
ORGANISASI SPESIALISASI TENAGA PENJUAL ( SALES ORGANIZATION)
SpesialisFungsional
SpesialisasiPelanggan
SpesialisasiGeografis
SpesialisasiProduk
Organizational Principles
Sales ForceAlternatives
Sales ForceSpecialization
Emerging Issues
Sales ForceSize
Telemarketing Independent Agents
GlobalSales Foce
Sales Teams
Geographic Specialization
Product Specialization
Customer Specialization
Functional Specialization
Product Specialized Sales Force
Nationalsales manager
Eastern regional
sales manager
Midatlantic district
sales manager
Southern district
sales manager
Northeast district
sales manager
Minicomputer salesperson
Programmable calculator
salesperson
Copler salesperson
Large computer
salesperson
Dictation equipment salesperson
Typewriter salesperson
Regional Specialized Sales ForceNational
sales manager
EasternRegional
Sales manager
Midatlantic district
sales manager
Central regional
Sales manager
Northeast district
sales manager
WesternRegional
Sales manager
Sothern district
sales manager
Connecticut and Rhode
IslandMaine New
Jersey Pennsylvania North Carolina
South Carolina
Vermont Maine New Jersey Pennsylvania North
Carolina South
Carolina
Massa chusetts New York Virgina Maryland Mississipi Florida
All product to allCustomers in assigned states
Customers Specialized Sales Force
Nationalsales manager
Eastern regional
sales manager
Midatlantic district
sales manager
Southern district
sales manager
Northeast district
sales manager
Salesperson for retail
customers
Salesperson for government
agencies
Salesperson for wholesale
customers
Salesperson for bank
customers
Salesperson for schools
and colleges
Salesperson for
manufactures
Manager of
export sales
National account manager
JALUR KARIER BIDANG PENJUALAN
Bagaimanakah kesempatan karir di dalam penjulan ?
Jawabannyajelas lebih banyakDan lebih luas.
Kesempatan karirini dapan dilakukandengan bekerja pada
perusahaan ataumenjadi tenagapenjual secaraindependen.
Kepemimpinan Penjualan Strategis-Strategic Sales Leadership
Terima KasihSyahlan A. Sume,SE,MM