Vikash anjan claSSMAte

191239 Date
Page
Sales and dístpibulion.

C1Extlain m defatll dihesiert Sales

DHeCOsting methodg uith &uitable
&rambeR

Ans)ollousing o u e the dibheatont 8ale2

OHe Ca&ffnq methoda

ausy e Exeutte optoion method

ThisLs o Conventione apbeomgh
o &aleg Louecoatingunde. the juu
Ch Executihe pinion methad Salea
LOYeCagR Oue mcde based on the
Opinion the fop Eecuive e, the
Compony. hiuz o eule &imple methau
O Saleg houecast ond the atpu0ach
rnoinlu Bubjeclive.
E-An Ouwne Can ConNene all o dhe
depattrmen manqes m het diss
boid membe, hasue ndusby
Compony Stalilies uulh te
C u , Inen quest: VeugtE'S
tpiuion.
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he Eeeutyelho KaNe (Fade exhrrati
becomeseshona»kble tntzeeckdeSseert

Sales fosice pinion methoo

Jn this CaLe he Sales oxe poe2 er
Hative he busine sue osKeto
osiecot Sales ph thein ieLpective
Quea Thein Nietw will be Combire
talth_ hOAeoh heSales manoge2 un
Qsoaisingg Ct an esimaBe The Sale
uebueentotives have Sound nouoledae
o the oend tn thein epeclie
Sale2 teitD9uiea Ond thei Viewg aue
irmpotat un alesoue st
e method Comnonly used by
Combonieg ton 8noeum tpüecasts
u to Hae advarlage o theiied
&tay intimate cnooledge q Cusfomesi
eed and rmaket Cordtitfon askig
hern to houecast lhe Cbvany.'
ale, Ihei
OHexbedive dseaa Or
he Coming- Seasori ol eah.

113) Cuslomea' Expectalien meth.

thie
Uecl 4hi melhod,
and
Custone ie disiectly p1aachas
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thel AequsIemert2 in he neo utusHe

aceptained.. ni3 OppsiDach u2
Cooaticuauly 2uitable in he e
wheue the numbe
Sndustoia goad Con e
buyes us limited and
eusooollY Centaclee. Bn ne aie
Conaume ptoduct, enly Samble
abbsioaeh is þoAzible_ a3 thesre asue
a auge OumbesO ouch buye

Er-94 we. 8ay uwe ulespod to al meuoe

in 4 bOuu hatS he Hepuenae
poiot 0Ui CuUStomeHA l l omeasuueL
he exbece-
Us CQainstuOe have SeB
Hen a 4oi dleply ime.

ais
alis
Storissa dpel
he o pkedheGAue alehake
onfhe púrt Sdeg igutes oh o
busloeu

W) Maihet test method Launehes .a new

The Conpany
un o anal mauhet m ottes
booduct
Ho gain Knoulalae ch hoo he lauge
rnaKet twud buesbond to bhe Dadt
based on he olacion the alle
matet . fuch an ezpeimest will
 clasSmAte

Dote
Poge 4

ypically 8haw haw he maretir plan

po
Can nuence &ale.once dolahe3
been Aainad Rsiom the Jimital mouhe
easily be Bxtoiohelatd to t e
auge maket.

Xamide-Pop dord Co. ui O Company

hat Amells mlcousVae and eady
to cot bepcouns uith dijeuc
avouThei uduct u le
Succegulound OccoHdino to a
9ecert+ 01ELeaSACh Hebot he
aue the top olHes1native
peoble uoho See movies ome,

by. ales
02 Alhat do uau undedsad Ne
Quorag& teum
Tostgef9 explain
Tessfeo &ales Ond Coueelage lan
with 8uttobe 81ame

) a l e quoBa a1e -he ßum oh dhe

toto Raleg oh a. utwe ps iod ad
duie to _achiale the COmponet o
oto ales hy &qoh 8alepeuson ase
handed doun to tnem at he begininc
h e besufo. is an expecduQue
PoA}atm0/Ke ebjeclive. qustas
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Saler unH2,-
Hutinel algned Ho the
Such 08 debasmenta diuizieng,od
indiieluals Qnd the psuod Ceed o
each at heie quofaa in heih 4ebechve
domain,Jhey 0o1e 8ales 0981gemert2
Qoal&ushich Que to be Cchieled
i o a 8pecihic eiod eh Hme.
Sales Quotas 0ye SaleA GR8ignments
Ou goal&ney aue menaqemer
exbectodions io dollayA 0 uniaoO
Speciicute a peuiaol
The main ehauactesistics oh &aleg
Quoto Que
9 ia he &ales g0ala Bet a

Theue ia a fme--oimensiorn eha-

Sales quotas
9 01equisue 0 ceLiauer leteloh
Peemane
(v)Sales quota9 O eQRsigned to Salesn
iddlemen 0 abolanch.
u s a managesial dool q dilelion
ond CoMoe o&ales CaetNittes.
oleSole Quota3 oste deloamined onte
basis q Lale oecostin9 Saes
elnaes eh Cbsta.
polenHo
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Sales Tasget
Sále toget ti goal 8et ho 0
Salexpeug0n o Soles debaurtmert
meakLed in dHeenue o UnL2 2o
Specihic. ime. kRedDhe
Betling up 8ales taugets helb Keeb Hau
Ond oUn cSaer te ocused on
achievtng- yOu Goak. Doou Kaouo
Hhat uou Corn use many diheent
Saler tavgct tupe to betle touecost
yoLh 0levehueH

8gles 2tage paiobab!lity cloaue-

the hkihood ouinnig. he bb
twnt e tha þaiuh) &aka tep..
1 hoetunih Hankinq. the bestbom
fikelfcoodo uinnia the
'

etpoutuniHy
n)oppouttuntty pipeltoeposiHen-he Cueuat
positien o he oprotHuntyiotte
Saues pipeline
) Dppetunity 9tatus -tme staBus h e
3ales ppoutunty e Elhei, H s an
pen phethunidy 0 Lon pho-unt
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lesisiitoy Saes
Sales Hesutpy he Custome
eeoIapht cal
h i c h an e indluidual Sales peuson
0 a &ales teanm holda 94esponelbili+t
Teetoles Can be de\ined en t e
bagta geegiabhy, Lales colential,
hi shoy Q ömbination {acie-u.
i dejined as a G0u 0 baieset
and boteniaCutpmel GAigned to on
indivtauaSalesbesusen 0 Gs0up:o
SalesseoBon_ 0 boianch a deaes a
distiuibuto 0 a maake-Hng
Ougani&afion át o þeuiod qime

21Omble 9 paticudan Gengsiabhico

0Ha mosHy, a getoup g (ustem
C CCEunH& DH po 1Epecls ike hospka
and inztiHueliöne. ad a mauhet.

Sale Covleage
n Smble tams," i
Sales Cove tage.
he 91adio oh ota 108pects in an
asea o he numbe opbect4
uho can be. Fhbectively taai o
aboto cPhe Farlain H urtt
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Q 8ale Coveuage 8t9tateqy deploya

ils &aleK hooice. Optimaly aod u
Sales chaonel a-t Aoking in acourt
the taHgeL Cuteme

e) a numbe. eh ezþisued good ad

Aueakage Qoods Que fn cHEOÁÍNA
Safes Nonage what would'be
uouhiote9lpojetoienu

go Con be boLduchon unthot

e Bithe killy 0 aiiall
Corooleted tho ds'po medt he
intendd 3pecikicationg o-he Cuiemeu
and Que Sihe discauded 0
8old ot 91educecd bouicegfo

-So6 Bxarmple Delectile Shoes , 3hists

ard jeons po olehective þlastc. iHens
hct get 2oka to þlasBtc menaclues
9/emelfng to Doduce other
flaslicþotoducis 3pollage. s ako
ynenymous uilh he splig e
nd Ohenepilshable. qoats.
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8ales Cesen Cou defeumine nlhart

hein nouma gpoilage Heuld be
Melalive o lhe pe oh busine
he hade
- r EXample i no0uma) 8ppilage0
a Kouit &mpEee) uill be a
di,jeient 9Lomthe. npunmo poiloge
a chocolate manukacusuen £ach
businelA uill: be able to detes1mine
aVetage peucentage 9ngurma
he
Sotlage ard iuite that into he
bst o gocds o l d .
Lo rmioinize gpoilage dales bous0n nee
HoHalfe Cose a hie bioceo acaIOKA
he Etisue 8ubply "haio. An ecellent
place to oCLus he pachaging
d his
and dizbibuion aspect undes
lfnk in the chein u most
immediate lwhee chang Can
Con-lool
bemade, quichly-
twhich
ollouing aue.he Dolecauricns
hould be Consideied by the
aleg peon

check expiuatlon dede ancl i thet

Oe néaoing h e end oh the.. Sell
hem at a discoumeo)oice 0conade
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them Ho a Chaaily Mathe than

having 0 fo tho1ow them Out.

en&ue pallei% aue in good uwoinq

0udeh ard theue ue no bouol{en e
auty asrta.
1) Ensuue Stalb 0ue Hatained on how to
Load ard wuab tsMallela without
Causingbuoduct
iy)GnAue aat uhave the neceMauy
Saety &uipment
elimioaBing mouement n Huanst
i s ementfa D Leduce Doeakage
vi Put ogethe. a. 2oltdolan to etuce
SHocK domage.Inleuact leatulauly
uth WOuehduxe odiBalh- and Collect as
mueh inkpumodion O8 oAsible. abaut
how tem& aue geting damagad.
* 8 O Shles pet0n we heed to
Caue obaut hese ollouslng
oina to boteue -he goada
u c boieakaoe ond what houk
ole. peuen Could do to auid H
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TThe most basic step i& to beging ush

toLw the. Vendo: ÞIebaue the i g
Sales peu on 8houdld Onsistenfy eheck
how well lendeusand &usplhey2
odheweto poope DoiDcediies when
pacKagin09 HOUn 8hipmenme.

7 Shipmects dhould be in a Centoine

hett u Suitable Ln HA onterl2
Neve eteed he Centaine
maimum gLOA oeiaht
flace level ontne top oh the box. e
Only one addue o aúoia (onhuion_
ivPeuhabs the Lingandm impoLtlart
asbect 9 man0glhg demage ad
élalm i fopaslo_uuitha Qeliabe
Cauuie

A) i2 he uze d 8ales ouce

hat
toduchity idicate in undeutaa
and evaludtig oveualu &ales bstngauann?

ar)ales ke ouce porakucli vity

Sales ouce ba/odticlivHyr uthe oduat
Saes elhiclencH
t h e olne lue tacto-s.
nd ales PhleclivNOLR . PayockucNHg- is
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he ulimate qoa 0 anHaleg

mpMOvement elhoutuohen gou ipsbve
he eptclent ph elhecivenes e
LouA aales be~isorn r ales þeople heln
Bouoductivit unavgtdably-goe tu
Sales{oyce eap dag inclicaton. ui o.
Measusiablepen,Otmance me-ouc
UAed o menito analyze and
0btfmize he Cuzlomejelttonghip
monngementincluding all eleue
Sales paDCOM Amoug phenthings
Soles ouCe mefoues belp lte ales
teamtoyioultize ueLOLLICE and
eada
pllouing Owe the þoinHs which
ShouLthe use h Seles ouce
peukoumQnce indicato un deuat
anding he 8ales pamiLQm
9 9 uil help to male belHer. dectios

Inaicoe youi must have imely acd

Occts tate noemnatien abart al abed8
theeuo{manca taam wouking
hDudeh do plon end bach eetivelg
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Page 13

)This leads to bete recuion.

certifyinqmeaJwung ond mosi olall
Coachingto -he utont Bales louce
Jeadadisiecit to behaio hange
Qnd 8hil Cerebpment
make Saes make.Ociyties Conibtent
me Peole don do lwhat ci Srperciei
he onl4 elo ushet i8 ingbected.uhen
Saler akeus underatard lshat gria
otng toipec eleuy.tOeck, the Oue
much nDYe likely todotemeyeug
LOeeK

iv) 1deni ad qualil Rales makey

penomoNce.
Saleg maken. 0Hent
ling MuchQ{ott td he aught
cH ollhal'olout ús wastad.
Tuaching. k indfcato. helbs Sales
monoge make 8we ues make
ue perdio ught Qmaut tirne
Dn the 0uhacivty.

veechve Cbachiog.
MOLt Salea manages uzlesuoad
that baching i& inpetant bet Coachiog
uaele H H baxed on quartibiablë
aclionape 8KilM ord behaviouns
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&ales manager Can quckly 0cce

paucduchiity idicado and ue th
data to Cutemize Coaudhing Conoy
&ationg that uill addoioM op2 ard
boo peoumance