Organization of the sales force in foreign markets and applications

Firms are increasing the variety of activities with more products inmore markets day by day. One of the most important problems of those firmsis to ensure the coordination and communication among the sales units. Toensure the best coordination and communication system depends onchoosing the most convenient organization structure for the firm. Consideringboth firm?s characteristic and firm?s environment also choosing the perfectorganization structure are of vital importance for the success in foreignmarkets.The firms should be entirely competitive in order to stay in foreignmarkets. At this point the importance of the selling activities increasesespecially in terms of the firms operating in foreign markets. Selling activitiesare carried out by the selling force which is consisted of salespeople andsales managers. Consequently, being able to successful in foreign marketsdepends on activities connected with managing the sales force.The aim of this study is to explain the activities connected with theorganization of the sales force which has a vital importance for the firmssystematically and scientifically. Organization structure of the Canon andErkayalar Limited Company which is the distributor of Canon and how theymanage the sales force have been researched, some conclusions have beenattained and some suggestions have been submitted.Key Word: 1) Foreign markets, 2) Sales Force, 3) Organization, 4) Structure ofOrganization, 5) Applications of Canon in Turkey