View
220
Download
1
Category
Tags:
Preview:
Citation preview
1
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
2
INDEX: -INDEX: -
3
PREMBLE STRUCTUREPREMBLE STRUCTURE
4
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
5
HOLISTIC FIX OFHOLISTIC FIX OF Sales & Distribution Sales & Distribution
Sales & Distribution(4th Sem)
6
Sales & Distribution includes 4 parts:-Sales & Distribution includes 4 parts:-
Introduction to Sales as part of MarketingSales ManagementDistribution managementChannel Management
7
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
8
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
10
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
12
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
13
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
14
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
04/21/23 14
KEY CONCEPT OF SDMKEY CONCEPT OF SDM
1504/21/23 15
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”
16
Research areas…Research areas…
17
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
18
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
20
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
21
KEY JOBS AND COMPANIESKEY JOBS AND COMPANIESOF OF
FINANCIAL MANAGEMENTFINANCIAL MANAGEMENT
22
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
24
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””
26
THANK YOUTHANK YOU
27
Recommended