Sales Office Procedures


Companies use a sales office to contact customers and sell goods or services to consumers. These offices typically have a set of procedures to follow or use while performing their main job functions. While the term “sales office” typically conjures up an image of a brick-and-mortar location, companies may also use independent sales agents to sell their products. These individuals will typically follow the same procedures as individuals working at the company’s physical location.


Sales offices typically have a specific organizational structure, which plays an important role in setting procedures and managing sales employees. Sale agents must know who can make concessions or discounts on price and shipping terms and resolve customer-service issues. The sales department may also outline goals or objectives for the sales department based on the organizational structure. This helps the company maximize their profit through sales. The organizational structure may also have some flexibility built into it so salesmen can quickly begin selling new product lines.


Strategies are an important component of a sales office. Companies will set procedures where sales agents can offer promotional pricing, free goods for a certain dollar-value purchase or discounts for particular products. These strategies follow specific guidelines so the company can move merchandise and improve sales. Companies may also respond to a competitor’s sales strategy by offering their own sales discounts. Sales offices may have standing procedures to price-match or respond to a competitor’s strategy.


A sales office typically generates copious amounts of paperwork. Sales agents must follow specific procedures to file this paperwork with accounting or finance to ensure the information meets company standards and contains all pertinent information. Many sales agents work on commission, meaning they won't receive payment for sales with inaccurate or incorrect paperwork. Sales managers may review the paperwork and send it back for correction prior to authorizing the paperwork. This also ensures no fraudulent or inappropriate information goes into the company’s system, which can alter the company’s financial reports.

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