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Dubai

Sales And Distribution Management

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Published in: Business Strategy
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In this ppt, I have tried to provide an idea on: The role of sales. Sales budget. Efficacy of personal selling in the marketing misc. Steps in personal selling role and functions of the sales organisation.

Siddharth C / Sharjah

6 years of teaching experience

Qualification: MBA, Pearson BTEC Level 7 Diploma in Strategic Management & leadership, B.Com (Finacial Accounting, Audting & Taxation)

Teaches: Communicative English, Language, Personality Development, Sales Training, Management Training, Marketing: Strategy, Strategic Marketing, Economics, Business, Marketing, Marketing Communication

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  1. Sales and Distribution Management Section A
  2. Sales Management Sales management is the attainment of sales force goals in an effective and efficient manner through: — Planning — Staffing — Training — Leading and — Controlling organizational resources
  3. Sales Management This definition makes sales management synonymous with of the sales force but modern sales managers have considerably Broader responsibilities. ' Sales managers are responsible for organizing the sales effort, Doth within and outside tneir companies. — Within the com an the sales manager builds formal structures that ensure effective communication not only inside the sales department but in its relations with other organizational umts. — Outside the com an the sales manager serves as a and other external puDlics and is resoonsible for building and maintaining an effective distribution network.
  4. Role of Sales Management Sales planning Strategy Recruitment of Sales Staff Setting profit-based sales targets Quotas Sales forecasting Demand management Writing and execution of a sales plan Job analysis Job description Job qualifications Sales reporting provide metrics for sales management compensation internal use for top management investors, partners and government
  5. Design a Sales Planning Process Class Activity
  6. Objectives of Sales Management ' From company's viewpoint there are 3 general objectives: —Increasing Sales Volume - Promotional activities as well as optimizing your sales process. —Contribution to Profit - Break down the expenses and sell with good margin. —Continuous Growth - Can be obtained by continuous profits, customer satisfaction
  7. Types of Sales Methods Direct sales, involving person to person contact Consultative sales Consignment sales: pay the seller only when the goods are sold Telemarketing or telesales Door-to-door methods hawking Business-to-business Mail-order Vending machine
  8. What is a Sales Strategy? > A sales strategy sets out in detail how you will get your product or service in front of people who need it (Target). > A sales strategy is generally based on your business and marketing plans. It looks at how you will deliver objectives set out in your marketing plan, as well as how you have chosen to segment your target market and how you will fund you marketing activities. Eg: Samsung Galaxy S5
  9. Cont... A sales strategy is not the same as a marketing strategy. Whereas marketing is focused on getting your name out there and tempting new customers or generate interest in your business, a sales strategy is more about how you close the deal. ' In order to build a comprehensive strategy for your entire business, you will need to sit down and come up with a different sales strategy for each of your product/service lines.
  10. Formulating Sales Strategy ' Analyse macro environment (Social, Political, Economic, Technology): Assess the competitive situation and the corporate goals to determine the expected output from the sales force; conduct a market analysis ' Define sales management objectives in delivering these outputs (quantitative & qualitative) ' Design sales strategy by deciding upon: type of sales effort required, type of sales personnel required, sales force size, territory design, channel support & coordination
  11. Sales Strategy Decisions Decide type and quality of sales personnel required ' Identify the size of the sales force Organise & Design the sales department Design the territory Draw up recruitment, training processes, compensation structures, performance assessment & control systems Allocate tasks ' Feedback mechanism to be adopted Manage channel relationship ' Coordinate with Marketing department
  12. Sales Budget Definition : A sales budget is a detailed schedule showing the expected sales for the budget period; typically, it is expressed in both dollars and units of production. An accurate sales budget is the key to the entire budgeting. If the sales budget is sloppily done then the rest of the budgeting process is largely a waste of time.
  13. Prepare a Sales Bugdet Class Activity
  14. Example of sales budget XYZ.INC SALES BUDGET FOR THE YEAR ENDED DECEMBER 31 2013 Budgeted sales in cases Selling price per case Total sales Quarter YEAR 10,000 30,000 40,000 20,000 100,000 $20.00 $20.00 $20.00 $20.00 $20.00 $200,000 $600,000 $800,00 $400,000 Percentage of sales collected in the period of the sales Percentage of sales collected in the period after the sales
  15. Steps in selling process Prospecting - Searching Competent Customer 1. Call planning — Pre arranged meeting 2. 3. The visit — preliminaries 4. Presentation 5. Listening to the objections 6. Objection handling Close the sale - order or commitment. 7. 8. Follow-up and service
  16. Efficacy of Personal Selling in respect to Marketing MERITS The most significant strength of personal selling is its flexibility. Salespeople can tailor their presentations to fit the needs, motives, and behavior of individual customers. ' Personal selling also minimizes waste effort. Advertisers typically expend time and money to send a mass message about a product to many people outside the target market. ' In personal selling, the sales force pinpoints the target market, makes a contact, and expends effort that has a strong probability of leading to a sale.
  17. Cont... Measuring effectiveness and determining the return on investment (ROI) are far more straightforward for personal selling than for other marketing communication tools. The fifth benefit of personal selling is that a salesperson is in an excellent position to encourage the customer to act.
  18. Demerits High cost is the primary disadvantage of personal selling Higher travel and lodging costs Higher Salaries Lack of Control
  19. Sales Organization Sales organization is an organizational unit that sells and distributes products, negotiates terms of sale, and is responsible for these sales transactions. It is also responsible for business daily operations as well as legal obligations. Role of Sales Organizations encourage the development of specialist ensure that all necessary activities are performed achieve coordination and balance define authority economize on execution time
  20. Functions of Sales Organization "Inbound Lead" Qualification: in many organizations these are titled "Market Response Reps." They're tasked with qualifying leads from the marketing department. a Outbound Prospecting/CoId Calling: in many organizations, these are titles SDR's or Sales Development Reps. Their function prospects into lists of target accounts to develop new sales opportunities from cold or inactive accounts. "Account Executives" or "Sales": These are quota carrying reps who close deals. In some organizations they are inside or out in the field.
  21. Quick Recap Sales Management — Defmition Role of Sales Management Objectives of Sales Management Types of Sales Methods Sales Strategy Sales Budget Steps in selling process Efficacy of Personal Selling Sales Organisation
  22. For Next Class Sales Force Management Sales Display and Sales Promotion Sales Quotas and Territory Management
  23. N/A

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