RATIONALIZING THE STRUCTURAL ORGANIZATION OF THE SALES ACTIVITY

Summary: When we intend to improve the performances of the sales activity, rationalizing its structural organization can prove to be a successful solution. The work presents the possibilities for improving the structural organization, by analyzing two methods for dimensioning the sales personnel (The method of the sales potential and the Incremental Method) and by proposing a range of complex organization structures. Key words: sale, structural organization, rationalization, the method of the sales potential, the incremental method. The great dilemma of the sales activity consists in choosing the services of certain sales agents exterior to the company or organizing one’s own service. Sometimes we can even reach a compromise between these two variants, by using a combination of them. Optimization between the two variants can be made by evaluating each form of action. Evaluation can rely upon economic factors as well as upon factors which are determined by the company strategy and by its control possibilities. a) Economic factors. These factors can be found in the costs of sales involved by the two variants. Based on these costs we can apply the critical point method and according to it we can determine the activity volumes that are in favour of one variant or another