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MM303- SALES AND DISTRIBUTION MANAGEMENT

MM303- SALES AND DISTRIBUTION MANAGEMENT . MARKETING SPECILIZATION . COURSE CONTENTS. Module-1 Introduction to Sales & Distribution Management Module-2 Personal Selling Process, Sales Territories & Quotas Module-3 Sales Force Management Module-4 Distribution Management Module-5

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MM303- SALES AND DISTRIBUTION MANAGEMENT

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  1. MM303-SALES AND DISTRIBUTION MANAGEMENT MARKETING SPECILIZATION

  2. COURSE CONTENTS Module-1 Introduction to Sales & Distribution Management Module-2 Personal Selling Process, Sales Territories & Quotas Module-3 Sales Force Management Module-4 Distribution Management Module-5 Market logistics and supply chain Management

  3. Module-1 Introduction to Sales & Distribution Management

  4. What is sales management American Marketing Association defined as Sales management is “The planning, direction, and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks, apply to personal sales force.

  5. Nature of sales management • Its integration with marketing management • Relationship selling • Varying sales responsibilities

  6. Importance of sales management • Sales is most exiting, rewarding and challenging careers. • More position available then other professional occupations. • Sales career is one of the fastest and surest route to the top management. • Sales management only function that generates revenue, all other department spend the money. • Financial result of an organization depends on sales management.

  7. Objectives of sales management Corporate objectives Sales volume Profitability Growth Marketing management Sales management

  8. Personal selling objectives • Building product awareness • Creating Interest • Providing information • Stimulating demand • Reinforcing the brand

  9. Types of sales management positions STRATEGIC/TOP LEVEL MANAGERS CEO/ PRESIDENT V.P SALES/V.P MARKETING NATIONAL SALES MANAGER TACTICAL /MIDDLE-LEVEL SALES MANAGERS REGIONAL/ZONAL /DIVISION SALES MANAGER BRANCH/AREA/DITRICT SALES MANAGER OPERATION/FRIST-LEVEL SALES MANAGERS SALES TRANNE/SALES PERSON/SALES REPRESENTATIVE

  10. Theories of Personal Selling • AIDAS Theory • Right set of circumstances theory • Buying formula theory • Behavioral Equation theory

  11. AIDAS THEORY • A Potential customer undergo five sequential mental states before he becomes an actual customer, by buying the product. • A-Attention • I-Interest • D-Desire • A-Action • S-satisfaction

  12. Right set of circumstances theory • In this theory the salesman induces the right type of “stimuli” in the customer which leads to the right types of “response”. • This theory is based on the psychological frame called “ stimuli-Response”

  13. Buying formula Theory • This is theory given by late E.K. Strong. • This theory focus on buyers- the prospects. buyers needs and problems are being solved. • The salesman acts as a catalyst in satisfying the customer. • Need(Problem) -> Solution -> Purchase ->Satisfaction

  14. Behaviour Equation Theory • B=P x D x K x V • B= Response, the act of purchasing a brand of product. • P= Predisposition or force of habit • D= Drive or amount of motivation. • K=Incentive potential or its potential satisfaction to the buyer. • V=Intensity of cues or these are weak stimuli which determine when to buy.

  15. Personal selling strategies • To address all the unique needs customers, you have to design your personal selling strategy to have three key elements: a knowledgeable salesperson or sales team, an understanding of your client, and a sales structure designed to give the salesperson enough power to make an irregular sale but still get rewarded for it.

  16. The Salesperson The salesperson is the key to your personal sales strategy. So when you're recruiting salespeople, you should be willing to recruit the best and expect to pay them a premium. • The Client Throughout the marketing section, we've used the phrase "Know your client." It is just as important here as anywhere else. By understanding what your client needs in a product, you can better give the salesperson the tools they can use to fulfill that need. By understanding what a customer wants in a salesperson, you can tune your sales team to be just that.

  17. The Sales Structure In personal selling strategy your sales person is your best friend. But, depending on the system you've set up for them, that person can also be your worst enemy. Determining an appropriate incentive system for a sales force can be the most difficult job you'll have as a business person.

  18. Emerging trends in sales management • Global perspective • Revolution in technology • Customer relationship management (CRM) • Sales force diversity • Team selling approach • Managing multi-channels • Ethical and social issues • Sales professionalism.

  19. Sales Forecasting and Budgeting Decisions

  20. What is sales forecasting • Sales forecasting according to cundiff and still, is “ An estimate of sales during a specified future period which is tied to a proposed marketing plan and which assumes a particular set of uncontrollable and competitive forces.”

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