ABSTRACT
This chapter provides insight into how a sales manager can plan, set up and organise a sales department in order to achieve agreed objectives. The configuration and tasks of a sales team are a function of the organisation’s objectives, chosen strategy and tactical plan. Organising and planning contacts between external Sales and customers/leads. The sales department and its activities are shaped according to the organisation’s strategy and positioning in relation to its target groups, competition and the lifecycle phase of its product or service. The geographical location of the call centre is irrelevant. The contact or call centre could be in Surinam and the sales force employing it, in Groningen. An important advantage of a contact or call centre is 24/7 accessibility. Loss–making territories are basically not acceptable to the sales manager, as they eventually affect the viability of the business itself.
