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SALES & DISTRIBUTION MANAGEMENT 05 / 001

SALES & DISTRIBUTION MANAGEMENT 05 / 001. BRAIN TEASER You are in a car that is facing north. Without changing the direction of your car you drive along a straight road for a kilometer. You are now 1 km south from your original starting position.

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SALES & DISTRIBUTION MANAGEMENT 05 / 001

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  1. SALES & DISTRIBUTION MANAGEMENT 05 / 001

  2. BRAIN TEASER You are in a car that is facing north. Without changing the direction of your car you drive along a straight road for a kilometer. You are now 1 km south from your original starting position. How is this possible?

  3. THE COURSE SALES & DISTRIBUTION MANAGEMENT SALES MANAGEMENT DISTRIBUTION MANAGEMENT Logistics Supply Chain Inventory Warehouse What element is missing? CHANNEL MANAGEMENT

  4. OBJECTIVE THEORY CONCEPTS APPLICATION PROCESS SPECIFIC RELEVANCE TO THE INDIAN MARKET THE DIVERSITY OF THE INDIAN MARKET

  5. HOW ? FORMING YOUR OWN COMPANY 1 What business 2 What product or service 3 Company name 4 The people in the team 5 The roles and responsibilities

  6. WHY ? • TRANSPARENCY • The macro picture from the top • On the threshold • Think, speak and behave the designations

  7. MARKINGS Marks Term Paper 40 Presentations 2 15 Final Presentation 15 Surprise tests 20 Attendance 10 TOTAL 100

  8. VALUE SYSTEMS THE ‘I’ Introduce the MTID The significance of the ‘I’ The PROGRESS PLANNER INVESTMENT AND COST THE SPIRIT OF COMPETITION

  9. STEPS IN THE PROCESS OF LEARNING • UNCONSCIOUS INCOMPETENCE • 2 CONSCIOUS INCOMPETENCE • 3 CONSCIOUS COMPETENCE • 4 UNCONSCIOUS COMPETENCE • 5 BALANCE • 6 INSIGHT

  10. TRAITS OF A • SALES PROFESSIONAL • CREDIBILITY • My Thoughts • My Words • My Actions • COMPETENCE • My Products • My Market • My Competition

  11. TRAITS OF A • SALES PROFESSIONAL • CONCERN FOR MY CUSTOMER • Empathy • An attitude of ‘win-win’ • RESPECT FOR TIME • Respect for my Customer’s time • Respect for my time

  12. INTRODUCTION • EXPLANATIONS • A What is Sales? • B What is Management? • C The Selling function under Marketing • THE BEGINNING • A The barter concept • B Money – the medium of exchange • C A Seller’s Market

  13. INTRODUCTION Contd. • 3 THE INITIAL SALES APPROACH • A E.K.Strong 1920 • B Features / benefits • C Questioning Techniques • open-ended, close-ended • D Objection Handling • E Closing • SELLING THEORIES • A Stimulus Response • B Selling Formula AIDA • C Need Satisfaction Approach

  14. INTRODUCTION Contd. 5 THE MARKETING SEED A International Harvester B Market Research as a Discipline C Post Second-world-war scenario D The Sales Push E The Marketing Approach Needs / Wants

  15. INTRODUCTION Contd. 6 THE EVOLUTION OF MARKETING A Marketing as an Equal Function B Marketing as a More Important Function C Marketing as a Major Function D Customer as the Controlling Function E Customer as the Controlling Function Marketing as the Integrative Function F The Process Oriented Situation

  16. THE PROCESS ORIENTED SITUATION THE EARLIER APPROACH CUSTOMERS All Departmental Functions are integrated into the Process. Each Process Supports the Front Line

  17. WHAT LEADS COMPANIES • TO DISCOVER MARKETING? • Five Circumstances can trigger an interest • Sales Decline • Slow Growth • Changing Buying Patterns • Increasing Competition • Increasing Sales Expenditure

  18. ESSENTIAL MARKETING THEMES • Marketing is about People • Understanding the Market and its Structure is the Foundation of Good Marketing • Marketing Management is every Manager’s Business • Customer Orientation, Quality, Service and Effective Implementation are the basic capabilities that will support competitiveness in the future • We live in a world that is changing continually and often unpredictably.

  19. THE PROFESSIONAL SALESPERSON’S CREED I sell because selling is my livelihood and my way of life as well As a professional, I will devote my knowledge and skill to the satisfaction of others, to the satisfaction of their personal and material needs. I recognize my obligation to grow, to seek out new experiences, to welcome new ideas, to experiment with new ideas and techniques, and to deepen my understanding of the human mind.

  20. I feel confident in my knowledge of the value of what I sell. My belief in myself is the source of others’ belief in me. I am proud to be a member of a profession in which my success depends on my initiative - In which my greatest reward is in my association with others. I realize fully that the standards of my profession rise continually, and I exult in my hard-won ability to live up to it’s ideal Miscellany of Mainy

  21. THANK YOU

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