Table On Content
Introduction 3
Aims/Objectives 3
Executive Summary 4
Organization Structures 6
Geographical Structure 6
Product Specialization Structure 8
Customer/Industry Based Structure 10
Market Centered Structure 11
Account-Sized Structure 11
New/Existing Account Structure 12
Functional Specialization Structure 12
Structure Recommendations 14
Compensation 15
Compensation Objectives 15
Compensations Plans 16
Fixed Salary 17
Commission Only 19
Salary plus Commission 21
Compensation Recommendations 23
Conclusion 24
Bibliography 25
Introduction
Jenkins Dutton plc. currently have a large problem with their sales force and sales department. The lack of structure and variability throughout of knowledge, compensation packages and specialization has bought chaos to the sales department which is at the forefront of the company in terms of the customer's interaction with the organization.
Money is being wasted on poor compensation packages and travel expenses of which must be addressed as well as the organization of the different groups that have come together from the buying of other companies.
Aims/Objectives
This report has to following aims/Objectives:
? Address the lack of structure within the sales department.
? Bring i ...