Marketing91

  • Home
  • All Tutorials
    • Marketing
      • Advertising
      • Branding
      • Sales
      • Retailing
      • Consumer Behavior
      • Customer Management
      • Distribution
      • Market Research
      • Pricing
      • Product Management
      • Strategy
      • STP Marketing
      • Services Marketing
    • Digital Marketing
      • Blogging
      • SEO
      • E-commerce
      • Email marketing
      • Social Media Marketing
      • Facebook Marketing
    • Brands Analysis
      • Marketing Mix
      • SWOT of Brands
      • Strategies
      • Competitors
      • Lists
    • Management
      • Communication
      • Leadership
      • Decision Making
      • Team Management and Delegation
      • Organizational Management
      • Motivation
      • Personal Development
      • Project & Risk Management
      • Time Management
      • Operations Management
    • Careers
      • Interviews
    • Business
      • Business Models
    • Human Resources
    • Skills
  • News
  • About Us
    • Contact Us
  • Academy
Home » Marketing » Advantages of Decentralized Sales Force

Advantages of Decentralized Sales Force

June 12, 2023 | By Hitesh Bhasin | Filed Under: Marketing

A decentralized sales force constitutes of people placed at various strategic points across locations. These strategic points might be across a region, across a state or across a whole country.

By decentralized sales force we mean regional or local offices, which many top brands and companies have to increase sales and reduce pressure on the central office. There are many advantages of Decentralized sales force as can be seen below.

Decentralized sales force

Table of Contents

  • 1) Reach
  • 2) Better control
  • 3) Improved customer service
  • 4) Executive’s performance
  • 5) Traveling time
  • 6)Traveling expenses
  • 7) Requires a management system in place
  • 8) Overall market growth

1) Reach

The number 1 advantage of decentralized sales force is the reach and penetration in the market. As you have local sales team, the sales team can reach all corners of the market and increase your presence in the market. Plus, you can hire more people in more territories to expand your presence.

2) Better control

If the sales executives were reporting to the head office, there would less control over them because you don’t know what they are doing on the field. Consequentially, with 1 senior member appointed in each team at each decentralized location, these senior members are responsible to check at the local level the performance of the sales executives. Thus, you have better control over your ground staff.

3) Improved customer service

Your dealers and retailers are your internal customers. Both your internal customers as well as normal customers get better service if you have a local contact point present. This overall makes a huge difference in the market’s acceptability for the products.

4) Executive’s performance

Because the sales executives are independent and are given a free hand to work in the market, the morale is generally high. An aggressive sales executive will always like to be independent so that he can do his own work. If on the other hand, the performance is low of the executive, then that can be tracked too and the right executive can be placed in that area. This builds enough pressure on the executive and gives him enough freedom so that he performs.

5) Traveling time

A basic factor in the sales executives energy on the field is the time taken to reach the field. If the travelling time is less, then the energy is high and more productive work can be done in the market.

Also Read  Selective attention & importance of capturing customer's attention in marketing

6)Traveling expenses

When the executive is directly leaving to the market, the travelling time as well as the travelling expenses are saved for the company. These expenses saved go into hiring more sales executives. But ultimately, a penny saved as a penny earned.

7) Requires a management system in place

One of the critical thing to ensure that the decentralized sales force is effective is to keep the right management systems in place. In this system, you can record of what competitive brands are doing and how your brand is performing in the market. This management system can also indicate when you losing market share in a particular region.

8) Overall market growth

Naturally, when you have localised presence, the confidence of your company increases because you are able to reach end retailers and dealers. You are also able to solve their problems and build their confidence in your brand. The overall sale and the market growth rises when you have a decentralized sales force.

The above are all the advantages of decentralized sales force.

Here is a video by Marketing91 on Sales Force.

Liked this post? Check out the complete series on Sales

About Hitesh Bhasin

Hi, I am an MBA and the CEO of Marketing91. I am a Digital Marketer and an Entrepreneur with 12 Years of experience in Business and Marketing. Business is my passion and i have established myself in multiple industries with a focus on sustainable growth. You will generally find me online at the Marketing91 Academy.

Related posts:

  1. What is Primary sales, Secondary sales and Tertiary sales and what factors determine them?
  2. 6 Contents of a Sales Kit and Advantages of Sales Kit
  3. What is Sales Commission? Types, Role and Advantages of Sales Commission
  4. What is Sales Tax? Advantages and Disadvantages of Sales tax
  5. Sales Credit: Uses, Example, Advantages & Disadvantages of Sales Credit
  6. What is Sales Enablement? Process of Sales Enablement
  7. What is Sales Metrics? 8 Sales Metrics you should track
  8. What is Sales Cycle? 7 Stages Of Sales Cycle
  9. Difference Between Channel Sales And Direct Sales
  10. Sales Methodology | 11 Types Of Sales Methodology
Not found what you are looking for? Search this website.

Comments

  1. kimleonard says

    Thanks for sharing the valuable post!!

    Reply

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Advertisement
Recent Posts
  • Digital Marketing: Definition, Importance, Types, Skills and Tools
  • 9 Characteristics of Quality
  • What is Television Advertising? Characteristics, Types & Examples
  • What is Women Entrepreneurship? Features, Functions and Characteristics
  • Consignment Sales: Definition, Advantages and Disadvantages
Advertisement

Marketing91

MORE INFO

  • About Marketing91
  • Marketing91 Team
  • Privacy Policy
  • Cookie Policy
  • Disclaimer
  • Terms of Use
  • Editorial Policy
  • Advertise
  • Contact us
  • Sitemap

WE WRITE ON

  • Marketing
  • Management
  • Strategy
  • Skills
  • Careers
  • Digital Marketing
  • Business
  • Human Resources
  • Operations Management
  • Marketing News
  • SWOT's
  • Marketing mix's
  • Competitors
  • Strategies
  • Lists
Search
[email protected]

Copyright © 2023 Marketing91 All Rights Reserved