SALES AND DISTRIBUTION MANAGEMENT

1. Accordind to William J stanon sales management involves planning,implementing and

eevaluating sales force activities within the guidelines set by the companys strategic market
planning
2. Philip Kotler ,sales forecasting is the expected level of company sales based on chosen marketing
plan and assumed arketing environment.
3. According to drucker<Both the market and the distribution channel are oftn more crucial than
the product.they are primary;the product is secondary
Logistics and supply chain management
1. Logistics management can be defined as systematic flow of products, services and
information from date and place of manufacturing to date and place of consumption by
carrying out various functions such as planning, warehousing, transportation and material
handling at the most economic cost and minimum possible time whenever, wherever the need
arises
2. Integrated logistics can be defined as the process of anticipating the customers needs and
wants, acquiring the inputs to meet those needs and wants, optimising goods and services,
developing network to fulfil the customers requirement, and utilising this network to fulfil
the customer requirement in a timely manner.
3. Supply chain management can be defined as the integrated management of all linkages and
value added activities from the suppliers supplier to the customers customer in such a way
that enhanced value is achieved at a lower cost
4. According to Jaimer L Scott customer service is a series of activities designed to enhance
the level of customer satisfaction. That is the feeling that produce or service has met the
customers expectations
5. Demand forecasting can b defined as forecasting is a projection/prediction made on the
basis of relevant logical assumptions < of volume likely to be produced transported and sold