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  • Distribution Management: References: Sales and Distribution Management Logistic Management, Singapore

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    This document discusses sales management and the role of a sales manager. It defines sales management as planning, directing, and controlling personal selling activities like recruiting, selecting, equipping, assigning, supervising, paying, and motivating the sales force. A good sales manager must have strong people skills, managing skills, and technical skills. The document outlines the qualities and types of skills required for a sales management position at strategic, tactical, and operational levels.

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    This document discusses sales management and the role of a sales manager. It defines sales management as planning, directing, and controlling personal selling activities like recruiting, selecting, equipping, assigning, supervising, paying, and motivating the sales force. A good sales manager must have strong people skills, managing skills, and technical skills. The document outlines the qualities and types of skills required for a sales management position at strategic, tactical, and operational levels.

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    4 views7 pages

    Distribution Management: References: Sales and Distribution Management Logistic Management, Singapore

    Uploaded by

    Eds Akino
    This document discusses sales management and the role of a sales manager. It defines sales management as planning, directing, and controlling personal selling activities like recruiting, selecting, equipping, assigning, supervising, paying, and motivating the sales force. A good sales manager must have strong people skills, managing skills, and technical skills. The document outlines the qualities and types of skills required for a sales management position at strategic, tactical, and operational levels.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    of 7

    DISTRIBUTION MANAGEMENT

    References:
    Havaldar, K.K. & Cavale, V.M. (2010). Sales and
    Distribution Management: Text and Cases, New Delhi:
    Mc Grawhill Education Pvt. Ltd.
    Boyer, k & Verma, R (2012) Logistic Management,
    Singapore: Cengage Learning Asia PTE Ltd.

    SALES MANAGEMENT?

    SALES MANAGEMENT
    Planning direction and controls of personal
    selling including recruiting, selecting,
    equipping, assigning, routings,
    supervising, paying, motivating as the task
    apply to the sales force.

    NATURE AND IMPORTANCE OF SALES


    MANAGEMENT
    Integration

    with marketing management


    Field Selling
    HQ Marketing Tem
    Promotion
    Marketing research
    Marketing logistics
    Customer service
    Co-ordination
    Relationship

    selling
    Varying sales responsibilities

    QUALITIES TO BECOME A SALES


    MANAGER

    An ability to be a team-player
    Discipline in work habits
    Ability to manage
    Communication skills
    Selling skills
    Well balanced person

    SKILLS OF A SALE MANAGER

    People Skills
    Managing Skills
    Technical Skills

    TYPES OF SALES MANAGERS /


    MANAGEMENT POSITION

    Top level (Strategic)


    Middle level (Tactical)
    First line (Operational)
    Staff Sales

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