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Sales and Distribution Management - Free download as Powerpoint Presentation .ppt), PDF File .pdf), Text File .txt) or view presentation slides online. All bout. Sales management is an art where the sales executive or the salesperson helps the organization or distribution management may find this tutorial quite useful. Distribution Management - Managing marketing logistics & channels, Channel Ans. Sales management refers to the administration of the personal selling.

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SALES AND DISTRIBUTION MANAGEMENT. Lesson No. Topic age No. Lesson 1. Objective and Scope of Personal Selling. 1. Lesson 2. Buyer Seller Dyad and. Sales and Distribution Management. Personal Selling Process. Following are the steps in personal selling process. Prospecting. •. It is identifying or finding. Sales and distribution management. 1. Sales and Distribution Management; 2. Nature of Personal Selling Most salespeople are.

Handling Objections Step 6. Closing Step 7. Asking the Customer for the Order.

Alternative Steps: Compensation Methods Straight salary or wage Salary plus commission Straight commission Commission with draw Quota-bonus plan Distribution Channel Design and Management What is a Distribution Channel? Why are Marketing Intermediaries Used?

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Conventional Distribution Channel vs. Steps in Distribution Planning Exclusive Distribution Product is sold in only one outlet in a given area Producer Retailer Transportation Modes Rail Cost-effective for shipping bulk products, piggy-back, fishyback, birdyback.

Water Low cost for shipping bulky, low-value, non perishable goods, slowest form. Truck Most important carrier for consumer goods, flexible.

Air High cost, ideal when speed is needed or distant markets have to be reached Pipeline Carry petroleum based products, very low cost, requires little energy. Internet Web sites have products available, used especially for services. Decision Making Framework Do nothing Look for opportunities to reassure threatened channel and leverage your power Low Smoke Allow threatened channel to decline Act to avert or address conflict High FIRE Importance of threatened channel in terms of current or potential volume or profitability High Low Prospects of Destructive Conflict Channel Conflict: You just clipped your first slide!

Clipping is a handy way to collect important slides you want to go back to later. Only 1 percent are entirely inside sales. Our survey confirms that things are changing, though.

Dr. Prashant Mishra

Some 34 percent of respondents intend to expand inside sales, while another 31 percent are thinking about it but not sure. Also, the buying audience is more likely to prefer digital and phone contact over face-to-face.

Digital Training In most verticals, including wholesale distribution, classroom style training is declining.

In 77 percent of all training was classroom style. Wholesale distributors are acutely aware of the need to change. No more. That requires superior presentation skills.

This is mostly accomplished through merchant retailers or wholesalers or, in the international context, by importers. In certain specialist markets, agents or brokers may become involved in the marketing channel. Typical intermediaries involved in distribution include: Wholesaler: A merchant intermediary who sells chiefly to retailers, other merchants, or industrial, institutional, and commercial users mainly for resale or business use.

Wholesalers typically sell in large quantities. Wholesalers, by definition, do not deal directly with the public.

SALES & DISTRIBUTION MANAGEMENT Material pdf download - LectureNotes for free

There are many different types of retail outlet - from hypermarts and supermarkets to small, independent stores. Agent: An intermediary who is authorised to act for a principal in order to facilitate exchange. Unlike merchant wholesalers and retailers, agents do not take title to goods, but simply put buyers and sellers together. Agents are typically paid via commissions by the principal. Jobber: A special type of wholesaler, typically one who operates on a small scale and sells only to retailers or institutions.

For example, rack jobbers are small independent wholesalers who operate from a truck, supplying convenience stores with snack foods and drinks on a regular basis.

Channels can be distinguished by the number of intermediaries between producer and consumer. A level one sometimes called one-tier channel has a single intermediary. A level two alternatively a two-tier channel has two intermediaries, and so on.

Distribution Management

This flow is typically represented as being manufacturer to retailer to consumer, but may involve other types of intermediaries.

In practice, distribution systems for perishable goods tend to be shorter - direct or single intermediary, because of the need to reduce the time a product spends in transit or in storage. In other cases, distribution systems can become quite complex involving many levels and different types of intermediaries. Channel mix[ edit ] In practice, many organizations use a mix of different channels; a direct sales force may call on larger customers may be complemented with agents to cover smaller customers and prospects.

When a single organisation uses a variety of different channels to reach its markets, this is known as a multi-channel distribution network.

In addition, online retailing or e-commerce is leading to disintermediation , the removal of intermediaries from a supply chain. Retailing via smartphone or m-commerce is also a growth area.A marketing channel is the people, organizations, and activities necessary to transfer the ownership of goods from the point of production to the point of consumption.

Pavan Kumar Reddy. Sailent Feature: 1. Setting Organizing objectives Planning Organizing activities. Published on Jan 28,

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