SALES AND DISTRIBUTION MANAGEMENT

Introduction
Sales management means the planning, direction and control of
personal selling, including recruiting, selecting, equiping,routing,
supervising, paying and motivating as these task apply to the personal
sales force
Its is basically management of sales force
Evolution of personal selling
Partnership
Business Strategies
Consultative Management
Negotiation Selling
Persuasion
Nature and Role of sales Management
The basic function and role of selling is to generate sales and earn
revenue for an organization.
Today`s selling approach also highlights maintaining good customer
relationship, managing the profitability of firm, managing customer
complaints, and maintaining brand value in the eye of customers.
Nature and Role of sales Management
Even best marketing programmes may fail if the sales staff is
ineffective or they are improperly managed
For many customers the sales staff represents the company and the
impression it carries determines its future business relation with
customers
Nature and Role of sales Management
There is a cost aspect also as the cost of recruiting, training, and
managing the sales force is high and any ineffective management
program will include diseconomy of scale of enterprise.
The job of sales manager is not only to organize sales but also to
carry out management functions such as guiding and leading a set of
people to achieve sales target
Nature and Role of sales Management
The function of sales manager can be classified into two: personal
selling and sales management.
a) Personal selling
 it entails personal communication between a seller and a buyer
for the purpose of determining and satisfying the buyers current and
latent needs.
Nature and Role of sales Management
It involves an individual salesperson or a sales team to establish and
build a profitable and symbiotic relationship with customer over a
time for multiple transaction cycle.
In the process of building relationship, a salesperson must determine
a buyer`s needs and influence or persuade the buyer to purchase his
product with the assurance that the product or service will satisfy the
buyer more than the competitors products.
Nature and Role of sales Management
b) Sales Management
It is more strategic and a long term consequence, as it involve
planning, organizing, directing and controlling of all the selling
activities of an organization
Management of sales force demands attention towards the emerging
roles and functions of the salespeople in the context of an evolving
environment
Nature and Role of sales Management
At the lowest level of the sales force is sales executive and the next
level is sales manager who handles 10-15c sales executive. Area
manager handle a few sales managers
As the no. of hierarchy increases, more and more management
functions get added on the primary job of selling
 Nature and role of sales
management
 The determination of sales force objective and
goals
 Sales force organization, size, territory, and quota
finalization
 Sales forecasting and budgeting
 Sales force selection, recruitment, and training
 Motivating and leading the sales force
 Designing compensation plan and control systems
 Designing career growth plans and building
relationship strategies with key customers