Organizational Structure Terms

Question 0

Sales Org (Organization)

Answer 0

The Legal Entity responsible for all Sales Activities and Negotiations of Terms of Sales.

A Company Code may have many Sales Orgs but a Sales Org can only be assigned to one Company Code.

Question 1

Company Code

Answer 1

Represents the client/ company. The client is the highest organizational Business Unit/ element in Enterprise Structure

Question 2

Distribution Channel

Answer 2

Determines how goods or services reach the customer.
(ie. wholesale, retail, direct sales, internet sales)

Dist. Channels can be assigned to one or more Sales Orgs

Question 3

Division

Answer 3

Used to define Product Line Types.

Assigned to one or more Sales Orgs

Question 4

Sales Area

Answer 4

Combination of

1. Sales Org
2. Distribution Channel
3. Division

Used for statistical analysis

Will be used to link aspect of sales to customers

Question 5

Sales Office

Answer 5

Typically defines Market Area or Territory

Assigned to one or more Sales Areas

*Optional Organizational Structure

Question 6

Sales Group

Answer 6

Sub- division of Sales Office, Territory or Market

Question 7

Sales Person

Answer 7

Individual Defined by HR as a Person rather than a Position