INTRODUCTION TO SALES AND

DISTRIBUTION MANAGEMENT
Agenda

Introduction to Sales and Distribution

Understanding of Salesmanship

Facets of successful salesman

Mastering the skill sets

Tips for an effective salesman

Objectives of Sales management

Steps in Sales Management

Customer Lifetime Value
Management of Accounts Receivable
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Mastering the skill sets

 Persuasion
 Negotiation
 Influence
 Assertiveness
 Planning and Organization
 Presentation
 Observation

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Persuasion, Negotiation and Influence

 In business, persuasion is a process aimed at changing a person's (or a

group's) attitude or behavior toward some event, idea, object, or other
person(s). Good sales skills include anticipating and dealing with any
reasons the customer may choose not to buy, known in sales terms as
'objections'.

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Assertiveness

 the quality of being self-assured and confident without being aggressive.

Anticipate objections. Pay close attention to your customers reactions. Facial
expressions and body language can be a big "tell" in the customer's attitude.

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Planning & Organization

 Planning and organizing your workday keeps you on

task and reduces idle time at the office. Your planning
and organizational tools provide direction for your work
efforts, allowing you to complete the most pressing
tasks first. Learning to prioritize your work
responsibilities and use efficient time-management
skills enhances your planning and organizational
efforts.

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Presentation

 Presentation skills can make or break a deal. If you’re in

front of an group of people, not only do you have to sell
your product or service, you have to sell yourself. The
great thing about this is that, it not only for sales but
virtually every type of situation where you have to
persuade people to invest in your product, position, or
belief. Make it count.

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Observation

 when you first meet someone (especially someone who’s important to your
success), note how they behave. Are they loud or soft? fast-paced or slower?
Immediately friendly or more reserved? Learn how to deal with different king of
clients.

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Agenda

Introduction to Sales and Distribution

Understanding of Salesmanship

Facets of successful salesman

Mastering the skill sets

Tips for an effective salesman

Objectives of Sales management

Steps in Sales Management

Customer Lifetime Value
Management of Accounts Receivable
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 HOW TO BE AN EFFECTIVE SALESMAN
 Being a salesman involves facing so many challenges. You get to
meet a lot of people of diverse characters. Some prospects may be
friendly, but others would shoo you away. Furthermore, being a
salesperson means you have to work long hours. There is also a high
turnover in the sales industry. Nevertheless, if you are hardworking
and truly dedicated, being in sales would make you earn more….

MONEY
COMMISSIONS
INCENTIVES 10
Believe in your product.

For you to be able to sell in confidence, you must first have faith that
the product you are selling will really benefit your buyer. You also
ought to have good product knowledge, so you could answer all your
prospects’ questions.

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Preparing the sales plan

.
Write your sales objectives for the week; include number of phone
calls or emails you have to send daily. Make a sales journal. Forecast
how much sales you would want to close weekly, then monthly.

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Target the right buyer
You must do your research, to find out who makes the purchasing
decisions in the company. Your effort would prove futile if you fail to
pinpoint who the real buyers are in the company.

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Know the competitor

 Study your competitors’ products, and look for advantages you may
offer over it.

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Know where the buyers are

 If your prospects are doctors, then go to the hospitals; if you wish to

sell to teachers, then go to different schools. Some even join
expensive golf clubs which their potential clients patronize. Go where
your target customers are likely to be found.

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Pay attention to your prospect

.
Probe your potential client. He might be able to verbalize some
concerns you may be able to address. Listen carefully, and pay close
attention to details.

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 Present your humor
Some of your prospects may be tired of the customary
sales pitch. If you make him laugh, he is more likely to
look forward to your next meeting. Make sure you do not
bore your customers. Prepare funny stories, but be wary
of delivering them at the right time.

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Be polite

Show you are well mannered and always respectful, no matter how bad
the situation is.

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Make your presentation short and simple.

 Avoid using terminologies and jargons that the buyer might not
understand. The simpler the presentation, the better.

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Watch for Buying Signals

If the prospect nods, smiles, or agrees to use your free samples,

consider these as indications of interest to purchase your products.
Always be ready to close the sale by having your sales contract on
hand.

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 Ask for the sale.

Both your prospect and your time are important. Be direct to the point. If
the buyer mentioned being interested, seal the deal with a contract.

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Ask for referrals

Your existing customers may suggest to you new

contacts. If your buyer has a good relationship
with you, or has a good buying experience with
your company, chances are, you will get referrals
from him. You may also ask your client if you can
mention his company in your website or include
him in your portfolio of existing clients.

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Have a positive attitude.

You may not be successful this time, but there is always a next time. A
good salesperson never gives up. The next sale may be yours, and
may just be waiting around the corner.

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Know when to let go
.
Do your best in order to close the sale. However,
if every measure was already exhausted to no
avail, then this customer might not be worth your
time and effort. Look for other prospects, and
focus your energy where you have better
chances.

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After Sales Key Points

Conduct follow ups every after sales.

Assess yourself.
Always ask for CLIENT’S feedback.
Make sure you maintain stable
communication with your clients.

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Always remember……..

“A sale is not something you pursue;

it’s what happens to while you are
immersed in serving your customer.”
-unknown

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Agenda

Introduction to Sales and Distribution

Understanding of Salesmanship

Facets of successful salesman

Mastering the skill sets

Tips for an effective salesman

Objectives of Sales management

Steps in Sales Management

Customer Lifetime Value
Management of Accounts Receivable
27
Importance of Sales Management
 Sales management is very crucial for any organization to achieve its targets. In order to
increase customer demand for a particular product, we need management of sales.
 The following points need to be considered for sales management in an organization:
The first and foremost importance of sales management is that it facilitates the sale of a
product at a price, which realizes profits and helps in generating revenue to the
company.
It helps to achieve organizational goals and objectives by focusing on the aim and
planning a strategy regarding achievement of the goal within a timeframe. Sales team
monitors the customer preference, government policy, competitor situation, etc., to make
the required changes accordingly and manage sales.
By monitoring the customer preference, the salesperson develops a positive relationship
with the customer, which helps to retain the customer for a long period of time.
Both the buyers and sellers have the same type of relationship, which is based on
exchange of goods, services and money. This helps in attaining customer satisfaction.
Sales Management may differ from one organization to the other, but overall, we can
conclude that sales management is very important for an organization for achieving its
short- and long-term goals.

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Objective of Sales Management

 Every organization has an objective before initializing functions. We need to

understand the goal of managing sales. Here we are discussing Sales
Management in terms of its objectives.

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Sales Volume

 It is the capacity or the number of items sold or services sold in the normal
operations of a company in a specified period. The foremost objective of sales
management is to increase sales volume to generate revenue.

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Contribution to Profit

 The sales of the organization should contribute to profit, as it is the only revenue
generating department. It can be calculated as the percentage or ratio of gain in
total turnover.

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Continuing Growth

 One of the main objectives of Sales Management is to retain consumers to

continue growth of the organization. There should be regular expansion of sales
and demand for an item in the market with new advanced formulation.

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Thank you
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Bibliography

 https://www.qualtrics.com/experience-management/customer/customer-lifetime-
value/
 https://clevertap.com/blog/customer-lifetime-value/
 https://quickbooks.intuit.com/in/resources/finance-and-accounting/accounts-
receivable-management/
 file:///C:/Users/Subhanan/Desktop/lecture_ibs/SEM3/book2_Sales_Managemen
t
 file:///C:/Users/Subhanan/Desktop/lecture_ibs/SEM3/Book_Sales_&_Distributio
n_Management
 file:///C:/Users/Subhanan/Desktop/lecture_ibs/SEM3/Book_Sales_&_Distributio
n_Management

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