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Preamble Sales &Distribution Management (MKO3)

1. NAME OF THE INSTRUCTOR : TarunK.Tayal2. CABIN LOCATION3. TELEPHONE NO. 094570506184. EMAIL-ID : taruntkt@rediff.com

5. MEETING HOURS: faculty should provide 1hr. On all week days preferably between extended lunch break.

FACULTY’S INTRODUCTIONFACULTY’S INTRODUCTION

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INDEX: -INDEX: -

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PREMBLE STRUCTUREPREMBLE STRUCTURE

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HOLISTIC FIX OFHOLISTIC FIX OF “Sales & Distribution Management” “Sales & Distribution Management”

PREREQUISITES

Basic Marketing Keywords read in MBA-1st Sem

Basic Statistics upto 10th & 12 th

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HOLISTIC FIX OFHOLISTIC FIX OF Sales & Distribution Sales & Distribution

Sales & Distribution(4th Sem)

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Sales & Distribution includes 4 parts:-Sales & Distribution includes 4 parts:-

Introduction to Sales as part of MarketingSales ManagementDistribution managementChannel Management

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HOLLISTIC FIX OFHOLLISTIC FIX OF “SDM” “SDM”

SCOPE IN OTHER FIELDS…HR Manager Manpower planning-

IT Manager Sales of IT based products

SCM Manager Inventory management

Finance Manager - Revenue generation and allocation of funds

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SELLING vs. MARKETING

• Emphasis on product

• Company manufactures the product first and then decides to sell it.

• Mgmt is sales vol oriented

• Planning is short term oriented in terms of today’s product and markets.

• Different departments work as highly separate watertight compartments.

• Cost determines the price

• Emphasis on consumer needs and wants.

• Customer need is first determined and then delivery of product is decided

• Mgmt is profit oriented

• Planning is long term oriented in terms of new product and future growth.

• All deptt. Work in an integrated manner.

• Consumer determines the price 9

KEY CONCEPTS

The Process of Personal Selling

Prospecting & Qualifying

Preapproach / Precall planning Approach Presentation &

Demonstration

Follow-up & Service

Trail close / Closing the sale

Overcoming Objections

*source: Sales and distribution Management TMH-Hawaldar

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Sales Forecasting Methods

Qualitative Methods Quantitative Methods

• Executive opinion • Moving averages

• Delphi method • Exponential smoothing

• Salesforce composite • Decomposition

• Survey of buyers’ intentions • Naïve / Ratio method

• Test marketing • Regression analysis

• Econometric analysis

KEY CONCEPT OF SDMKEY CONCEPT OF SDM

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Supervising Salespeople

Direct Supervisory Methods Indirect Supervisory Methods

• Telecommunications

• Sales meetings

• Personal contacts

• Coaching / Mentoring

• Sales reports

• Compensation plan

• Sales analysis

• Expense accounts

KEY CONCEPT OF SDMKEY CONCEPT OF SDM

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Sales AnalysisSa

les

Anal

ysis

All levelsIn Sales

Organisation

DifferentType of

Sales

Different Type of Analysis

National and/or international levels sales organisation

Regional level

Branch /district level

Territory level

Individual level

Total sales of the companyBy type of products

By type of distribution channels

By type of customer classifications

By size of orders

Comparisons with sales quotas / targetsComparisons with previous periods

Comparisons with industry / competitorsComparisons within sales organisations

Comparisons with sales forecasts13

KEY CONCEPT OF SDMKEY CONCEPT OF SDM

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Types of Distribution channel

• On basis of Distribution pattern– Direct– IndirectMarketing Channel system

Vertical Marketing systemHorizontal Marketing systemMulti channel system

Flow of channelForward flowBackward flowBoth ways flow

Degree of involvementZero levelOne levelTwo level

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KEY CONCEPT OF SDMKEY CONCEPT OF SDM

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Channel Levels

Manufacturer ManufacturerManufacturer

End User

Retailer

End User

Retailer

End User

Distributor/ wholesaler

Zero level Two levelOne level

KEY RESEARCH AREA KEY RESEARCH AREA OFOF

“SDM” “SDM”

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Research areas…Research areas…

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Sales Forecast

Leading and Motivating the Sales Force

Distribution in the era of Centralized purchasing

Channel conflicts and resolution

KEY APPLICATIONS OF SALES AND DISTRIBUTION KEY APPLICATIONS OF SALES AND DISTRIBUTION MANAGEMENTMANAGEMENT

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INDUSTRIAL APPLICATIONINDUSTRIAL APPLICATION

1. Annual Report

SAP ANNUAL REPORT

DIODES ANNUAL REPORT

YAHOO ANNUAL REPORT

IRIS ANNUAL REPORT

DATAWATCH ANNUAL REPORT

https://www.orderannualreports.com/v5/index.asp?cp_code=YAH119

Stock screener

Mutual fund screener

Bonds screener

INDUSTRIAL APPLICATIONINDUSTRIAL APPLICATION

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FINANCE RELATED RESEARCH…

Entrepreneurship and firm formation across countries

New Data on Business Creation and How to Promote it

Barriers to Entrepreneurship

Macroeconomics & Growth

Trade &International Integration

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KEY JOBS AND COMPANIESKEY JOBS AND COMPANIESOF OF

FINANCIAL MANAGEMENTFINANCIAL MANAGEMENT

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CORE FINANCE DRIVEN JOBS…CORE FINANCE DRIVEN JOBS…

Commercial Banking

Corporate Finance

Financial Planning

Insurance

Investment Banking

Money Management

Non-Profit

Link is provided here: for the above listed jobs with their their company’s. 23

HOW WE STUDY......?HOW WE STUDY......?

REFRENCE MATERIALLECTURE PLANJOURNALS

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QUESTION BANK WILL BE PROVIDED IN THE EXCEL SHEET

LECTURE PLAN WILL BE PROVIDED IN THE EXCEL SHEET

REFRENCE BOOK WILL BE PROVIDED IN THE EXCEL SHEET

INDIVIDUAL ASSIGNMENT WILL BE PROVIDED IN THE EXCEL SHEET

GROUP ASSIGNMENT WILL BE PROVIDED IN THE EXCEL SHEET

UPTU MAPPING WILL BE PROVIDED IN THE EXCEL SHEET

PROJECTS ONE CAN DO

IN…• AUTOMOBILE INDUSTRY• TEXTILE INDUSTRY• PHARMA INDUSTRY• TELECOM INDUSTRY• WINE INDUSTRY• BANKING SECTOR

TRENDS TRENDS IN IN

“SDM“SDM””

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THANK YOUTHANK YOU

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