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Introduction to Sales& Distribution
Management
Session 1
Prof. Sanjeev Varshney
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What is Sales Management
Sales Management means the planning,
direction and control of sales force, including
recruiting, selecting, equipping, assigning,
routing, supervising, paying and motivating.
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Scope of Sales Management
Personal Selling (industrial as well direct)
Channel Sales Force management
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Issues in B2B selling
What are the issues in B2B selling
Sales Organization structure based on Market
environment
Sales organization structure based on Internal
structure and resources
Selling process
Supervision & Performance evaluation
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Issues in B2C selling
What are the issues in B2C selling
Analysis of Target Market and competitive
scenario
Intended sales objective and reach
Sales structure
Selling process
Supervision
Performance evaluation and control
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Channel in B2C
Company
CustomerChannel
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Channel Members
Distributors or Stockists
Carrying & Forwarding agent
Wholesalers
Dealers/Retailers Brokers
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Classification of Channel
Members
Title of Goods
Transferred
Titles of Goods Not
Transferred
Redistributors Distributors Carrying & Forwarding
Agent
Selling to End
Consumers
Retailer Agent
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Roles of a Sales Manager
Playing a strategic role
Working as a member of the corporate team
Working as a Team Leader
A supervisor and a motivator
Managing multiple sales channels
Build Buyer-seller relationships through technology
Managing Information
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Changes with Time
Changes in Business Environment
Changes in Market Structure
Changes in Consumer Expectations &
Behavior Changes in Customer Expectations
Technological revolution
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Skills of Sales Manager
People Skills
Managing Skills
Technical Skills
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Desirable Changes in Sales
manager
Skill Set Selling skills
Decision making
Managing Work Skills
Training & Coaching Skills
Analytical skills
Market Research skills
Behavioural capabilities Leadership
Motivational
Goal orientation
Team Orientation Process Orientation
Relationship orientation
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Emerging Trends in Sales
Management Targeted Selling
Global Perspective
Technology Revolution
CRM
Sales force Diversity Team selling approach
Managing Multi-channels
Partner Relationship Management Ethical and social issues
Sales Professionalism
Process orientation
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What we need to Change ? Increase the base of the customer and build
relationships
Tap the Potential of the sales person with improved
focus on sales productivity
Improve the level of engagement of the sales person
Creating a customer and consumer driven culture
Implementing formal sales process
Developing and using correct information technology
systems Integrating other business functions with sales
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Operational Decisions in Sales
Management
Sales planning
Territory Design
Target Setting
Sales Force Recruitment
Sales force Motivation
Managing the Channel
Performance Evaluation and designing the career
path
Training and developing the sales force
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Sales Management Process
The environment analysis
Marketing strategy
Sales management activities
Determinants of the sales personsperformance
Outcomes
Control