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Saturday, February 25, 2012

PowerPoint Presentation On Introduction to Sales and Distribution Management

PPT On Introduction to Sales and Distribution Management


Presentation Transcript:
1. Introduction to Sales and Distribution Management

2. Learning Objectives
To understand evolution, nature and importance of sales management
To know role and skills of modern sales managers
To understand types of sales managers
To learn objectives, strategies and tactics of sales management
To know emerging trends in sales management
To understand linkage between sales and distribution management

3. Evolution, Nature and Importance of Sales Management
Evolution of Sales Management
Situation before industrial revolution in U.K. (1760AD)
Situation after industrial revolutions in U.K., and U.S.A.
Marketing function splits into sales and other functions like market research, advertising, physical distribution

4. What is Sales Management?
One definition: “The management of the personal selling part of a company’s marketing function.”
Another definition: “The process of planning, directing, and controlling of personal selling, including recruiting, selecting, equipping, assigning, supervising, paying, and motivating the personal sales force.

5. Importance of Personal Selling and Sales Management
The only function / department in a company that generates revenue / income
The financial results of a firm depend on the performance of the sales department / management
Many salespeople are among the best paid people in business
It is one of the fastest and surest routes to the top management

6. Roles and Skills of a Modern Sales Manager
Some of the important roles of the modern sales manager are:
A member of the strategic management team
A member of the corporate team to achieve objectives
A team leader, working with salespeople
Managing multiple sales / marketing channels
Using latest technologies (like CRM) to build superior buyer-seller relationships
Continually updating information on changes in marketing environment

7. Skills of a Successful Sales Manager
People skills include abilities to motivate, lead, communicate, coordinate, team-oriented relationship, and mentoring
Managing skills consist of planning, organizing, controlling and decision making
Technical skills include training, selling, negotiating, problem-solving, and use of computers

8. Emerging Trends in Sales Management
Global perspective
Revolution in technology
Customer relationship management (CRM)
Salesforce diversity
Team selling approach
Managing multi-channels
Ethical and social issues
Sales professionalism

9. For more info please refer our PPT

PowerPoint Presentation On Channel Institutions Retailing

PPT On Channel Institutions Retailing


Presentation Transcript:
1. Channel Institutions - Retailing

2. Learning Objectives
Understand what retailing is all about
Global retail scene and trends
Indian retail scene and trends
Types of retailers
Trade and retail formats, trading area
Retail management strategies and operations
Measuring retail performance
Franchising and e-tailing
FDI in retail in India

3. What is Retailing?
Any business entity selling to consumers directly is retailing – in a shop, in person, by mail, on the internet, telephone or a vending machine
Retail also has a life cycle – newer forms of retail come to replace the older ones – the corner grocer may change to a supermarket
Includes all activities involved in selling or renting products or services to consumers for their home or personal consumption

4. Retailing
Term retail derived from French word ‘retaillier’ meaning ‘to break bulk’
Order sizes tend to be small but many
Caters to a wide variety of customers. Keeps a large assortment of goods
Lot of buying in the outlet is ‘impulse’- inventory management is critical
Selling personnel and displays are important elements of the selling process
Strengths in ‘availability’ and ‘visibility’
Targeted customer mix decides the marketing mix of the retailer

5. Retailing
Retail stores are independent of the producers – not attached to any of them
A survey shows that only 35% of supermarket purchases are pre-planned. The rest are ‘impulse’- greatly influenced by quality of the merchandising efforts

6. Functions of Retailers
Marketing functions to provide consumers a wide variety
Helps create time, place and possession utilities
May add form utility (alteration of a trouser bought by a customer)
Helps create an ‘image’ for the products he sells

7. Functions of Retailers
Add value through:
Additional services – extended store timings, credit, home delivery
Personnel to identify and solve customer problems
Location in a bazaar to facilitate comparison shopping

8. For more info please refer our PPT.
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