Sales organisation Structure:

Analysis of Roles and Responsibilities of each Member:

The following picture shows the Automotive Organisational structure with involvement of
Sales Department as an integral part of the companys working.
This is one of the highest levels in any automobile industry where professional are
completely dedicated to perform their job duties and give best to the company itself. As these
are senior professionals they have a required experience of years and also depth in knowledge
of their own field.
Automotive Sales Professional Establish goals for sales of vehicle by maintaining the
standards of productivity and companys policies. Apart from that they also help in personal
selling by demonstrating the characteristics, features and capabilities of the vehicle. They also
plan out strategy for test drives, comparison with the leading competitors and explanation of
after sales services.
Automotive Finance Sales Representative- This department form the integral part of
finance during the sales of the automobile defining and deciding the pricing strategy for the
vehicle. They also handle the insurance and other financial issues of the company.
Learning from the Analysis:
On studying the details of Mahindra&Mahindra we found that with the properly defined
organisational structure, shares grew 24.2 % and crossed the million marks in FY 2010-1011.
There was an amazing growth in statics for the net revenue and profit before tax. Hence the
success of this company is quite evident and is motivated by a good sales organisation
structure.
Limitations/suggestion for improvement:
The company follows a good branding and promotion strategy to increase its sales and hence
there is no limitations and suggestion for this well structured organisation.