Sales and Distribution.ppt (1997-2003)

7/30/2019 Sales and Distribution.ppt (1997-2003)

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2 Magic Words forSales SuccessStop.. SellingSales andDistributionManagement

Arun Kumar Davay


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People Hate to be Sold But Love To Buy


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Marketing and SalesThe Role of Sales Front line with customers. Generate orders. Short- and medium-range (primary focus). Identify and set up key accounts and other account management strategies. Build one-to-one business relationships.The Role of Marketing Creates leads for the sales team. Develops messaging and brand image. Short-, medium-, and long-range. Informational and educational.


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10 Steps to Success in Sales1. Be a goal setter2. Under Promise and Over Deliver3. Be enthusiastic4. Recognize that the magic word in sales is "ask.5. Expect no's.6. Schedule time wisely.7. Be positive in your attitude.8. Dont compete Differentiate!9. Be involved.10. Learn to handle money intelligently.


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G.U.E.S.T Methodology

Greet The Customer!Understand His Needs!Explain Product Features!Suggest Alternatives!

Thank Him!


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Sales Management

PersonalSales Rep

SalesManagers

CustomerFirm

Value


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The Eight Roles of Selling1. The Student - Learning2. The Doctor Diagnose Discontent, hitch3. The Architect Shaping Intangible concepts,Values4. The Coach- Creating Game Plan5. The Therapist Remove preconceived notions,fears6. The Negotiator Win-Win7. The Teacher Post Sales8. The Farmer Cultivate, Nurture relationships


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P.A.C.E.R

Process of

Acquiring

Customers and

EnhancingRelationships


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Sales Forecasting MethodsJury Method/Executive Opinion MethodSurvey of Expert Opinion MethodThe Delphi MethodSales Force Composite MethodUser Expectation Method/End Use Method/Survey of BuyerMarket Share MethodMarket Survey MethodSimple Projection methodTime Series AnalysisMoving Averages methodRegression Analysis


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Sales Promotion Tactics1. Price markdown.2. Premium offers.3. Banded packs.4. Free sample offer.5. Coupon collecting schemes6. Competitions.7. Personality promotions8. In-store demonstrations.9. Dealer Incentives10.Sales Force Incentives


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POISE

Marketing

Strategy

PROFITABLE

OFFENSIVE

INTEGRATED

STRATEGIC

EFFECTIVE


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Sales Promotion Tactics (Contd)11.Exhibitions12.Packaging13.Character Merchandising14.Sponsorship15.Newsletter16.Sachetisation17.Online sales letters18.Discounts and Allowances: Quantity Discounts: Trade Discounts

Cash Discounts


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Sales Response Model

Threshold Effect

Saturation Effect

Sales

Adv Expenditures


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Sales Management Strategies1. Appropriate Organization of the sales force.2. Insightful Selection of members of the sales team.3. Effective and timely Training initiatives.4. Development of Compensation Programs which rewarddesired performance.5. Creation of a culture which Motivates exceptional

individual and team performance.6. A set of tools to Measure the effectiveness of the salesteam.


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Customers Expectations

Service Quality

Reliability

Assurance

Communication

Empathy

Responsiveness


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S.No. Physical Goods Services1. Tangible Intangible2. Homogeneous Heterogeneous3. Product and distributionseparated from consumption Production, distribution andconsumption re simultaneous

process4. A thing A activity5. Core value produced in factory Core value produced in buyer-seller interaction6. Customers do not participate inthe production process Customers participate inproduction7. Can be kept in stock Cannot be kept in stock8. Transfer of ownership No transfer of ownership


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The Product Life Cycle

Time

Growth

Maturity

Decline

Introduction Profit curve

Sales curve


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Price Quality Strategies

Super value High value Premium

Good value Medium value Overcharging

Economy False

economy

Rip off

Price

quality


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Distribution Channels: Tightly coordinated distribution channelsimproves operating

efficiency and marketing effectiveness. One channel member owns the franchise and has fullpower and control over others.

Vertical marketingchannels

Corporate VMS Administered VMS Contractual VMS

Wholesalersupported Voluntary

chains

Retailerco-operatives

Franchisee org

Manufacturesponsored

retailer franchise

Manufacturersponsored

wholesaler franchise

service firmsponsoredretailer franchise

E.g.. Maruti, Ford, Hyundai license dealers to

sell their carsE.g.. Coca Cola License Bottlers in various

markets Who buy its syrup concentrates

and then carbonates sell retailers local

marketsE.g.. McDonalds, Pizza hut


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1. Theoretical: Expert, Patient, Incisive2. Aesthetic: Creative, Artistic, Observant3. Social: Benevolent, Empathetic, Team Player4. Political: Competitive, Desirous, Passionate5. Structural: Honest, Systematic, Hardworking6. Economic: Dedicated, Goal oriented, Profit Oriented,

Six Core Internal Motivators of a Sales Executive


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Ten ways to increase priceswithout increasing priceRevise the discount structureChange the minimum order sizeCharge for delivery and special servicesInvoice for repairs on serviced equipmentCharge for engineering, installationCharge for overtime on rushed ordersCollect interest on overdue accountsProduce less of the lower margin models in the lineWrite penalty clauses into contractsChange the physical characteristics of the product


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Documents

Sales and Distribution.ppt (1997-2003)