ABSTRACT
Sales organisation in a Business-to-Business (B2B) setting is a critical unit of the organisation that serves as the front-end or key interface of the company interactions with its customers. Sales organisations are responsible for seeking new business customers, building new relationships, maintaining existing relationships, providing customer support and customer value and providing sales revenue for the organisation. The traditional sales organisation is transactional, and the primary focus of the salesperson is to sell products and services for the organisation’s profitability. The advent of globalisation has meant that companies can take advantage of low factors of productions in other countries by shifting low-value routine tasks to countries with relatively low cost of production. Sales organisations are not exempted from the pressures of globalisation. Strategic sales organisations are customer-driven in their approach to customers. In a modern strategic sales organisation, intimate relationships with customers are very critical in achieving organisational success.
