1. SALES AND DISTRIBUTION MANAGEMENT

2. Sales management
Sales management is defined as “the planning, direction, and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks, apply to personal sales force”

3. Objectives of sales management
Corporate objectives
Sales volume
Profitability
Growth
Marketing management
Sales management

4. Sales management function
1.Selection of sales force
4.Controlling of sales force
SALES MANAGER
2.Trainin of sales force
3.Motivating of sales force

5. Sales management as profession/sales manager
The nature of sales management positions
Sales manager (SM) (at field office)
General sales manager (GSM) (at corporate office)
District sales manager (DSM) (at field operation/ regional office)

6. Function of sales manager
Planning function
-lay dawn sales objectives, policies and strategies.
-prepare a sales plan & programme
-design &administer suitable sales organization
-design sales territories
-formulation of personal selling objectives
-deciding size of sales force
-sales force selection, training, promotion, and transfer.

7. Operation function
-Fixing sales quotas/target
-Manage sales force by proper direction and control.
-Liaison with other organization and coordinate their activities affecting sales.
-Control sales performance, sales activities and expenditure.
-Liaison with marketing department and direct marketing
-Prepare sales communication and report

8. Duties and responsibility of sales manager
The GSM perform the following duties
1.secure maximum sales volume
2.develop and implement effective
sales policies and plan for all product
Duties of other team managers in sales
-sales programme
-Organization of individual duties
-sales force management
-liaison function
-communication with top management
-control
-performance evaluation

9. Regional sales manager
Team of sales manager
General manager
Marketing manager
General sales manager
Regional sales manager
Sales persons

10. Diversity of personal-selling situations
It is helpful to distinguish between service and development selling. service selling aims to obtain sales from exiting customer whose habits and patters of thought are already conducive to such sales.
Personal selling situations
Group A (Service selling)
-inside order taker
-delivery salesperson
-route or merchandising salesperson
-missionary
-technical salesperson

11. Group B (developmental selling)
-creative salesperson of tangibles
-creative salesperson of intangibles
Group C (basically developmental selling but requiring unusual creativity)
-political, indirect, back—door sales person
-sales persons engaged in multiple sales

12. Prospecting
Prospecting is the process of identifying prospective buyers of the product.
There are different ways to identify prospecting.
Steps in prospecting
Formulating prospect definitions
Searching out potential accounts
Qualifying prospects and determining probable requirement
Relating company product to each prospect’s requirements

13. Sales Resistance
Sales resistance by pointing out real or imagined obstacles, and by voicing objections, sincere or insincere. The sales resistance on following aspect.
Obstacles to sales
Sales objections

14. Closing of sales
The closing signs from the customer, and their physical actions and statements are judged for their acceptance and satisfaction
The customer’s order is reiterated and the points of agreement are recapitulated.

15. The selling process Prospecting Customer contact Presentation
Demonstration
Handling objection
Closing
Exit/follow up

16. Personal selling

17. Personal selling objectives
To do the entire selling job
To service existing account
To search out and obtain new customers
To secure and maintain customer cooperation
To keep customers informed on changes in the product line
To assist customer in selling the product line.
To provide technical advice and assistance
To collect and report market information.

18. Market potential:-A market potential is an estimate of the maximum possible sales opportunities present in a particular market segment and open to all sellers of a good or service during a stated future period.
Sales potential:- a sales potential is an estimate of the maximum possible sales opportunities present in a particular market segment open to a specified company selling a good or service during a stated future period.
Sales forecast:- a sales forecast is an estimate of sales, in rupees or unit, in a future period under a particular marketing program.

19. Sales forecasting method
Jury of executive opinion
The Delphi technique
Poll of sales force opinion
Projection of past sales
-time series analysis
-exponential smoothing
-evaluation of past sales projection
Survey of customer’s buying plan
Regression analysis
Economic model building and simulation

20. Recruiting, Selection and Training of sales personnel

21. Sources of sales force recruitment
Sources within the company
-company sales personnel
-company executive
-internal transfer
Source outside the company
-direct unsolicited application
-employment agencies
-salespeople making call on the company
-employees f customers
-sales executive’s clubs
-sales forces for competing co’s.
-educational institutions

22. A SELECTION SYSTEM Preliminary interview & Pre-Interview Screening.
Formal Application.
Interview .
References & Credit Check.
Testing.
Physical Examination.
Employment Offer.

23. AIMS OF SALES TRAINING Knowledge of the company
Knowledge of the company’s products
Knowledge of the customers
knowledge of the sale and other procedures
Training in the art of selling or salesmanship

24. Training methods for sales force
On the job method
-demonstration and example
Off the job methods
-lectures
-conference method
-seminar
-case study
-role playing

25. Personal sale supervision
Essentials of sales supervision
establishing standards for performance
Identifying and evaluating reasons for performance under or above the laid down standards.
To adopt measures to correct deficiencies leading to the lower performance and evaluate method for for the improvement.

26. Principle of personal supervision
Pragmatic
Transparent
Realistic
Positive in spirit
Informative
Participative
Flexible
Specifics
Cost effective

27. Evaluating performance standard
Quantitative performance standards
Quotas
Selling expense ratio
Gross margin ration
Territorial market share
Sales coverage effectiveness index
Call-frequency ratio
Calls per day
Order call ratio
Average cost per call
Average order size
Non-selling activities

28. Compensating sales personnel

29. Characteristics of a good compensation plan
A compensation plan must provide a living and fair wage.
It should be integrated to the motivational programme.
It should be fair ensure pay for equal work.
Its should be easy to understand.
It should be flexible enough to accommodate changes
It should be economical to administer
It should further the objective of sales orgn.

30. Types of compensation plans
Straight salary plan
Straight commission plan
Combined salary and incentive plan
Bonus
Fringe benefits
Psychic wages
-make the salesman like you
-respect his personal ego
-allow him to participate

31. Techniques of job evaluation
Simple ranking
Job grading
Point system
-selection of job factors
-construction of the yardsticks
-evaluation of the job
-wage survey
-designing the wage structure
-adjustment and operation of wage structure

32. Steps in designing a compensation plan
Determine sales force and compensation objective
Determine major compensation issues
Implement long term and short-term compensation plans
Relate rewards to performance
Measurement of performance
Appraise the compensation plan

33. Motivating salesmen

34. The factor influencing individual sales personnel to achieve given performance level
Nature of job
Human nature
Personal problem
satisfaction
motivation
rewards
effort
Performance

35. Dimensions of motivation
Intensity
Persistence
Direction

36. Model of motivation process
Recognize need deficiency
Search for ways to satisfy needs
Establish goal directed behavior
Performance
Provide punishment or rewards
Process needs

37. Applications of various motivation theories
Using self-concept in motivating sales people
Using Maslow’s theory
Using Herzberg’s two factor theory
Using McClelland theory
Using expectancy model

38. Non-financial factors and their impact on sales force motivation
Meeting between manager and sales force
Clarity of job
Sales contests
Sales conference and conventions
Positive feedback
Reward and recognition
persuasion

39. Distribution
Management

40. Distribution system has two sub division
Channel of distribution- channel members such as mercantile agents, wholesalers, and retailers are middlemen in distribution and perform all marketing function.
Physical distribution- looks after physical handling of goods and assures maximum customer services.

41. Components of physical distribution
Distribution planning and accounting
Inbound transport
Receiving
Inventory management
In plant warehousing
Order processing
Packaging
Dispatch of goods
Outbound transport
Field warehousing
Customer service
communication

42. Function of physical distribution
Transportation management
Inventory control
Ware housing
Packaging
Material handling
Order processing

43. Importance of physical distribution management
Ever- increasing cost
Broader scope of marketing
The sales generating power
Rising competitive demand
Management science

44. Climatic condition and distribution
Geographical factors affecting distribution – physical topographical and climatic condition.
Territory selection
-market –raw material and supplies –transportation facilities – manpower supply –infrastructure –legislation and taxation –climate
Site / community selection
community facilities –community attitudes –waste disposal –ecology and pollution –site size -topography –supporting industries and services –land cost.

45. TRANSPORTATION

46. Transportation
Transportation attempts at fulfilling 3 R’s of physical distribution i.e. ensuring right product, at right time at right place. transportation attempts at solving this problem by ensuring that the product is moved as quickly and cost effectively and consistently as possible from point of value addition to point of consumption.

47. Modes of transportation
Railways
Water transport
Road transport
Airways

48. Carrier’s liability
The carriage of goods may take place either by land or by sea or by air. There are 3 categories of laws.
Laws related to carriage by land
Laws related to carriage by sea
Laws related to carriage by air
Laws related to carriage by LAND
-The common carriers act 1865
-The Indian railways act 1890

49. Definition carriers
The party who undertake to carry the goods or people for payment is called carriers e.g. railway, aircraft company.
Classification of carriers
Common carriers
Private carriers

50. PACKING AND PACKAGING

51. Elements are evaluating in packaging design.
Ease of packing or repacking at production line.
Ease of closing or re-closing at these location
Adaptability of product size, shapes, and structure.
Adaptability to handling equipment
Provision for manual handling without undue physical strain
Accessibility for order picking from package.
Provision for storing empty package and returning of used package.
Vender capabilities design and service
Cost of alternate packaging material and equipment

52. The package design process
Briefing
Agree procedure and price
Fact finding
Write the design platform
Creative phase
Consult suppliers
First presentation
Modification
Test the design
Final design phase
Production design
Seeing the job through

53. Function of product’s package
Protecting the product
Promoting to production line speed
Promoting the product
Increasing product density
Facilitating the use of product
Having re use value for the consumer

54. Choosing the right materials
Protect the product adequately at low cost
Have suitable handling characteristics
Permit mechanized production, often at high speeds
Have appropriate sales appeal

55. Factors influencing the packaging material decision
Characteristics of the product
Cost
Destination
Kind of transportation
Climatic considerations
Conditions of distribution and use
Availability of the type of package
Handling, stowage and storage consideration
The second hand or re use value of the package