Distribution Management

Sales Management

Means the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force

Nature and Importance of Sales Management

1. Integration with marketing management

2. Relationship selling3. Varying sales

responsibilities.

1. Integration with Marketing Mgt.

Two basic groups of marketing team▪Field selling (or personal selling) team▪Head-quarter marketing team

Field selling teams

A.k.a. salesforceAre in their territories (or branches, or regions contacting existing and prospective (or new) customers.

Headquarter Mktg. team

Performs support and service functions or activities to assist or help field salespeople in their jobs.

Headquarter Mktg. team

PromotionMarketing researchMarketing logisticsCustomer serviceCo-ordination

2. Relationship Selling

TransactionalValue AddedPartnering/ Collaborating

3. Varying sales responsibilities

TransactionalValue AddedPartnering/ Collaborating

Sales Manager

Directs and advises salespeople working with them and giving them necessary authority to take decisions.

The roles of modern sales manager Playing a strategic role Working as a member of the

corporate team Working as a team leader Managing multiple sales channels Using latest technologies Continually updating information

Skills of a Sales Manager

People Skills Managing Skills Technical Skills

Types of Sales Managers

Top level (Strategic) Sales Managers Middle-level (Tactical) Sales

Managers First-line (Operational) Sales

Managers Staff Sales Management Positions

Salesperson to Sales Manager

Changes in goals and objectives

Change in responsibilitiesChange in viewsChange in skills requirementChange in relationships

Sales Objectives, Strategies and Tactics

Objectives Are statements of intents and when they

are qualified to specific and measurable targets with respect to time periods, they are called goals.

Strategies Are ways of achieving the objectives

Tactics (action plans) Are the activities or the actions that

should be carried out in order to implement the strategy.

Emerging Trends in Sales Mgt.

Global perspectiveRevolution in technologyCustomer relationship

management (CRM)Salesforce diversityTeam selling approachManaging multi-channelsEthical and social issuesSales professionalism

Linking Sales and Distribution Mgt.

Distribution management Serves the primary function of

ensuring that the product or service is made available to the consumer within an arm’s length of desire.

Takes care of the availability (physical distribution) and the visibility.

It provides time, place, and position utility to the customer.

Linking Sales and Distribution Mgt.

Distribution is an integral part of sales management.

Either sales management or distribution management cannot exist, operate or perform without each other.

Distribution Channels

Own salesforce C&FA or depots Distributors, dealers, agents,

stockists Transporters, warehouse operators Independent wholesalers in the

market Independent retailers in the market