Escolar Documentos
Profissional Documentos
Cultura Documentos
Distribution Management
SDM-Ch.1 1
Learning Objectives
SDM-Ch.1 2
Evolution, Nature and Importance of Sales
Management
Evolution of Sales Management
Situation before industrial revolution in U.K.
(1760AD)
Situation after industrial revolutions in U.K., and
U.S.A.
Marketing function splits into sales and other
functions like market research, advertising, physical
distribution
SDM-Ch.1 3
What is Sales Management?
SDM-Ch.1 4
Nature of Sales Management
Its integration with marketing management
Head-
Marketing
Relationship Selling
SDM-Ch.1 5
Relationship Selling
Salespeople concentrate their team selling
efforts on building trust and service on a few
carefully selected customers over a long
period with a aim of becoming a preferred or
sole supplier
SDM-Ch.1 6
Transactional Relationship / Selling:- one type of relationship
marketing in which salespeople make one-time sales to price-
oriented customers ,who are not contacted again
SDM-Ch.1 7
Varying Sales Responsibilities / Positions / Jobs
Sales Position Brief Description Examples
Delivery salesperson Delivery of products to business Milk, newspapers to households
customers or households.
Also takes orders. Soft drinks, bread to retail stores.
Order taker (Response selling) Inside order taker Behind counter in a garment
shop
Telemarketing salesperson takes Pharma products orders from
orders over telephone nursing homes
Food, clothing products orders
Outside order taker. Also from retailers
performs other tasks
Sales support Provide information, build Medical reps. in pharma industry
Missionary selling goodwill, introduce new products
Technical selling Technical information, assistance Steel, Chemical industries
Order-getter (Creative, Problem- Getting orders from existing and Automobiles, refrigerators,
solving, Consultative selling) new household consumers insurance policies
Getting orders from business Software and business solutions
customers, by solving their
business and technology problems
SDM-Ch.1 8
Importance of Personal Selling and Sales
Management
The only function / department in a company that
generates revenue / income
SDM-Ch.1 10
Skills of a Successful Sales Manager
People skills include abilities to motivate, lead,
communicate,coordinate,team-oriented relationship,
and mentoring
SDM-Ch.1 11
Types of Sales Managers / Levels of Sales
Management Positions
CEO /
President
District / Branch / Area Sales Managers First / Lower Level Sales Managers
SDM-Ch.1 12
Sales Objectives, Strategies and Tactics
The main components of planning in a company are
objectives, strategies and tactics. Their relationship is
shown below
SDM-Ch.1 13
To illustrate the relationship between sales objectives,
strategies and tactics, consider:
Sales Goals / Marketing Sales and Distribution Strategy Tactics /
Objectives Strategy Action plans
Increase Enter export Identify the countries Marketing / sales head to get
sales volume markets relevant information
by 15 Decide distribution channels Negotiate and sign
percent agreements in 3-5 months
with intermediaries
Global perspective
Revolution in technology
Customer relationship management (CRM)
Salesforce diversity
Team selling approach
Managing multi-channels
Ethical and social issues
Sales professionalism
SDM-Ch.1 15
Linking Sales and Distribution Management
Either sales management or distribution
management cannot exist, operate or perform
without each other
To achieve the sales goals of sales revenue and
growth, the sales management plans the strategy
and action plans (tactics), and the distribution
management has the role to execute these plans
SDM-Ch.1 16
Role of Distribution Management for some of the
Sales Management Actions / Tasks
Sales Management Actions / Distribution Management Role
Tasks
Strategy for handling customer Prompt action at the customer interface level
complaints If the problem persists, involve senior sales and
service people