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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