2. to assure that all necessary activities are performed

3. to achive coordination or balance

4. to define authority

6. Qualitative objectives are indispensable for long-range planning, thus, kept in mind in short range planning also

9. activities are grouped so that closely related tasks are assigned to same positions

13. job objectives, duties & responsibilities

17. the marketing channelsthe company size

18. the product or product line

19. the practices of competitors

21. widely used in smaller firms or firms with small numbers of selling personnels, limited geographical area or narrow product line

22. chain of command run from top to down

26. authority & responsibility are clear

27. saves time in making policy changes

28. development of close relationship between superior & subordinate

30. insufficient time for policy making & planning

31. inappropriate for rapidly growing firms

33. provide top sales executives with group of specialists to assist

34. staff helps in conserving the time & frees executives for other works

35. staff specialists increases overall effectiveness of department

38. planning activities are divided and apportioned to staff members

41. principle of specialization is utilized to its fullest extent

44. method of organizing the executive groups for planning & policy formulation

45. the agenda must be planned & controlled to avoid wasting timeadvantages promote coordination collective decision making provide focal point for discussion & for suggestions