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D099 - module 6

D099 - Unit 5

TermDefinition
Sales territories A geographical area or type of customers assigned to a sales unit such as salesperson, sales team, or sales manager
sales targets A goal set for a sales representative or sales department in terms of revenue or units sold in a specific time period
buying power Purchasing power
departmentalization grouping of people, tasks, and resources into organizational units
Product structure based on the goods or services produced or sold by the organizational unit.
Customer structure based on the primary type of customer served by the organizational unit
Geography structure based on the geographic segmentation of organizational units
matrix structure sometimes used in combination with the traditional line-and-staff structure in an organization.
Role perceptions Beliefs about one's job and job expectations
boundary spanners An individual who operate outside the firm and in the field.
job aptitude A employee's ability to perform in a particular role
skill level Special ability in a task or job; ability acquired by training
Internal stakeholders persons who are directly involved in the sales process or have a financial stake in the success of the sales.
External stakeholders Entities not within a business itself but who care about or are affected by its performance
role ambiguity A situation where people are unclear or uncertain about their role expectations
role conflict A situation where there are incompatible demands placed upon a person relating to his or her job or position
role inaccuracy A mistaken perception of role expectations
role stress The pressures experienced by people because of their role (job) in the organization
Job satisfaction the level of contentment a person feels regarding his or her job.
Affective job satisfaction A person's emotional feeling about the job as a whole
Cognitive job satisfaction how satisfied employees feel concerning some aspect of their job, such as pay, hours, or benefits.
Created by: lissmisstree
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