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Sales and Distribution

Management

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Chapter 1

Introduction to Sales Management

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1. Willingness to go to batfor the buyer within the supplier firm2. Thoroughness and follow through

3. Knowledge of the sales persons product line

4. Market knowledge and keeping the buyer posted

5. Applying his product and services to buyers needs6. Knowledge of the buyers product line

7. Preparation for sales calls

8. Regularity of Sales calls

9. Diplomacy in dealing with operating departments

10. Technical education

Personal selling strategies

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Persuasion

Consultative

Selling

Partnership

StrategiesBusiness

Management

Negotiation

Evolution of personal selling

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1) Production concept

2) Product concept

3) Selling concept4) Marketing concept

5) Societal concept

Marketing concepts

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Customer

Needs

Sales Customers

Emphasis on

Sellers Needs

Production

Production

Sales

Emphasis onCustomer

Needs

Societal marketing concept

(Sales Orientation)

(Marketing Orientation)

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Nature and role of sales management

The determination of sales force objective and goals

Sales force organization, size, territory, and quota

finalization

Sales forecasting and budgeting Sales force selection, recruitment, and training

Motivating and leading the sales force

Designing compensation plan and control systems

Designing career growth plans and building relationshipstrategies with key customers

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Industrial selling

Retail selling

Services selling

Types of personal selling

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Types of selling

Order taker sales people

Order creators

Order getters

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Selling

Function

Order

Takers

Order Getters

Order

Creators

Outside Order

Takers

Inside Order Taker

Merchandisers

Delivery Sales

People

Missionary Sales

People

New BusinessSales People

Organizational

Sales People

Consumer

Sales People

Technical Support

sales People

Front Line

Sales People

Sales

Support

Sales

people

Types of Selling

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Factory FactorySelling and

promotingProfits though

sales volume

Selling concept

Market concept

Market Customer

needs

Coordinated

marketing

Starting

point Focus Means Ends

Profits through

customer satisfaction

Difference between sales and marketing

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Marketing management process

MARKET ANTICIPATION

Exchange offer of value

Producer

MarketerConsumer

Marketing mix

Product

Price

Place

Promotion

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Formulation of a strategic sales programme

Implementation of the sales programme

Evaluation and control of sales force performance

Sales management process

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Technology

Relationship sellingCustomer orientation

Global and ethical

Issues

New selling methods

Diversity

Emerging trends

in sales

management

Emerging trends in sales management

Technology