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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