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Organizational Data 133

Figure 5-5: GBI DE divisions

SALES AREA

A sales area is a unique combination of sales organization, distribution chan-
nel, and division. In other words, it defi nes which DC a sales organization uses
to sell the products associated with a particular division. A sales area can be
assigned to only one company code. All of the documents associated with the
fulfi llment process, such as quotations and packing lists, belong to one sales area.
Figure 5-6 illustrates the six sales areas for GBI US. For example, one sales
area (UE00 WH BI) is responsible for the sale of products in the bicycles
division for the Eastern US sales organization via the wholesale channel. This
sales area is highlighted in the fi gure. A second sales area (UW00 WH AS)
manages the sale of products in the accessories division for the Western US
sales organization via the wholesale channel. As a third example, sales area
UW00 IN BI manages the sale of products in the bicycles division for the

Business Processes in Practice 5.4: The Sales
Structure at Apple

As we discussed in a previous example, Apple sells its plan its sales strategies by product globally while pay-
products through a combination of online stores, Apple ing close attention to the unique characteristics of both
retail stores, and reseller stores. Apple contains several the channels (retail, online, reseller) and the customer
hardware divisions, including Mac computers, iPods, (education, government, enterprise, and consumer).
iPhones, servers, and accessories. Apple also operates This strategy is typically refl ected in a matrix, which
several sales areas for different types of customers, such allows Apple to pinpoint opportunities and manage
as education, government, enterprise, and consumer. their global sales efforts effectively.
Each of these customer segments has unique needs and
requires a distinctive sales approach, even though they
are buying the same products. Therefore, Apple must Source: Apple company reports.

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