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Preamble Sales &Distribution Management (MKO3)

Preamble Sales &Distribution Management (MKO3). FACULTY’S INTRODUCTION. 1. NAME OF THE INSTRUCTOR : TarunK.Tayal 2. CABIN LOCATION 3. TELEPHONE NO. 09457050618 4. EMAIL-ID : taruntkt@rediff.com

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Preamble Sales &Distribution Management (MKO3)

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  1. Preamble Sales &Distribution Management (MKO3)

  2. FACULTY’S INTRODUCTION 1. NAME OF THE INSTRUCTOR : TarunK.Tayal 2. CABIN LOCATION 3. TELEPHONE NO. 09457050618 4. EMAIL-ID : taruntkt@rediff.com 5. MEETING HOURS:faculty should provide 1hr. On all week days preferably between extended lunch break.

  3. INDEX: - FACULTY’S INTRODUCTION PREAMBLE STRUCTURE HOLISTIC FIX KEY CONCEPT KEY RESEARCH AREA KEY APPLICATION INDUSTRIAL APPLICATION RESEARCH HOW WE STUDY KEY JOBS PROJECTS ONE CAN DO TRENDS

  4. PREMBLE STRUCTURE

  5. PREREQUISITES Basic Marketing Keywords read in MBA-1st Sem Basic Statistics upto 10th & 12 th HOLISTIC FIX OF “Sales & Distribution Management”

  6. HOLISTIC FIX OF Sales & Distribution Sales & Distribution (4th Sem)

  7. Sales & Distribution includes 4 parts:- Introduction to Sales as part of Marketing Sales Management Distribution management Channel Management

  8. HOLLISTIC FIX OF “SDM” • HR Manager Manpower planning- • IT Manager Sales of IT based products • SCM Manager Inventory management • Finance Manager - Revenue generation and allocation of funds SCOPE IN OTHER FIELDS…

  9. SELLING vs. MARKETING Emphasis on product Company manufactures the product first and then decides to sell it. Mgmt is sales vol oriented Planning is short term oriented in terms of today’s product and markets. Different departments work as highly separate watertight compartments. Cost determines the price Emphasis on consumer needs and wants. Customer need is first determined and then delivery of product is decided Mgmt is profit oriented Planning is long term oriented in terms of new product and future growth. All deptt. Work in an integrated manner. Consumer determines the price KEY CONCEPTS 9

  10. The Process of Personal Selling Prospecting & Qualifying Preapproach / Precall planning Approach Presentation & Demonstration Overcoming Objections Follow-up & Service Trail close / Closing the sale *source: Sales and distribution Management TMH-Hawaldar 10

  11. Sales Forecasting Methods

  12. Supervising Salespeople KEY CONCEPT OF SDM

  13. KEY CONCEPT OF SDM National and/or international levels sales organisation All levels In Sales Organisation Regional level Sales Analysis Branch /district level Territory level Individual level Total sales of the company Different Type of Sales By type of products By type of distribution channels By type of customer classifications By size of orders Comparisons with sales quotas / targets Different Type of Analysis Comparisons with previous periods Comparisons with industry / competitors Comparisons within sales organisations Comparisons with sales forecasts Sales Analysis 13 13

  14. KEY CONCEPT OF SDM Types of Distribution channel • On basis of Distribution pattern • Direct • Indirect Marketing Channel system Vertical Marketing system Horizontal Marketing system Multi channel system Flow of channel Forward flow Backward flow Both ways flow Degree of involvement Zero level One level Two level 14 10/23/2014 14

  15. KEY CONCEPT OF SDM Channel Levels Manufacturer Manufacturer Manufacturer Distributor/ wholesaler Retailer Retailer End User End User End User Zero level One level Two level 10/23/2014 15 15

  16. KEY RESEARCH AREA OF “SDM”

  17. Sales Forecast Leading and Motivating the Sales Force Distribution in the era of Centralized purchasing Channel conflicts and resolution Research areas…

  18. KEY APPLICATIONS OF SALES AND DISTRIBUTION MANAGEMENT

  19. INDUSTRIAL APPLICATION 1. Annual Report • SAP ANNUAL REPORT • DIODES ANNUAL REPORT • YAHOO ANNUAL REPORT • IRIS ANNUAL REPORT • DATAWATCH ANNUAL REPORT https://www.orderannualreports.com/v5/index.asp?cp_code=YAH1

  20. INDUSTRIAL APPLICATION • Stock screener • Mutual fund screener • Bonds screener

  21. FINANCE RELATED RESEARCH… • Entrepreneurship and firm formation across countries • New Data on Business Creation and How to Promote it • Barriers to Entrepreneurship • Macroeconomics & Growth • Trade &International Integration

  22. KEY JOBS AND COMPANIESOF FINANCIAL MANAGEMENT

  23. CORE FINANCE DRIVEN JOBS… • Commercial Banking • Corporate Finance • Financial Planning • Insurance • Investment Banking • Money Management • Non-Profit Link is provided here: for the above listed jobs with their their company’s.

  24. HOW WE STUDY......? REFRENCE MATERIAL LECTURE PLAN JOURNALS

  25. PROJECTS ONE CAN DO IN… • AUTOMOBILE INDUSTRY • TEXTILE INDUSTRY • PHARMA INDUSTRY • TELECOM INDUSTRY • WINE INDUSTRY • BANKING SECTOR

  26. TRENDS IN “SDM”

  27. THANK YOU

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