Introduction To Sales and Distribution Management
Introduction To Sales and Distribution Management
Introduction To Sales and Distribution Management
Distribution Management
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
• Relationship Selling
n Order taker (Response selling) n Inside order taker Behind counter in a garment shop
n
other tasks
n Order-getter (Creative, Problem- n Getting orders from existing and Automobiles, refrigerators,
solving, Consultative selling) new household consumers insurance policies
n Getting orders from business Software and business solutions
District / Branch / Area Sales Managers First / Lower Level Sales Managers
Increase sales Enter export Identify the countries Marketing / sales head to get
volume by 15 markets relevant information
percent Decide distribution channels Negotiate and sign agreements
in 3-5 months with
intermediaries
Global perspective
Revolution in technology
Customer relationship management (CRM)
Sales force diversity
Team selling approach
Managing multi-channels
Ethical and social issues
Sales professionalism
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
This will be illustrated by considering some sales
management actions and corresponding role of
distribution management (in the next slide), as well as
by discussing a few integrated cases given at the end
of the book
Role of Distribution Management for some of the Sales
Management Actions / Tasks
Sales Management Actions / Distribution Management Role
Tasks
Strategy for effective coverage Follow call plan / beat plan
of markets and outlets Make customer call productive
Use multi-channel approach
Strategy for handling customer Prompt action at the customer interface level
complaints If the problem persists, involve senior sales
and service people