Selling & Sales Management

Sales Strategy and Tactics

Week 3
3rd Week 1st Session

 A Brief introduction to the topics of 3rd Week.

Sales management & Functional areas of
Business
 Functional areas are teams of employees who have similar skills and expertise. For
example, a company's sales department is a common functional area, and the staff in
this area would all be focused on selling the company's products.
 Marketing

 Finance

 Human Resource

 Operation Productions
Sales Channels & Distribution Networks

 Distribution channels include wholesalers, retailers, distributors, and the Internet. In a

direct distribution channel, the manufacturer sells directly to the consumer.
Indirect channels involve multiple intermediaries before the product ends up in the hands
of the consumer.

 Distribution Mix: A combination of channels used by producers to get their products to a

consumer. It can also be termed as distribution strategy.
What do these Marketing Intermediaries do?

 Provide sales force

 Provide market information
 Provide promotional support
 Sorting, standardizing & dividing
 Carrying stock
 Delivering the product
 Assuming risk
 Providing financing
 Forward Buying
Channel Selection

 Coverage of the market

 Cost of Operations

 Control over inventory and intermediaries

 Competitive Advantage
Alternate Sales Channels
 A sales channel is the route followed by a company to reach and deliver its goods or
services to its consumers.

 Intensive Distribution: A distribution style in which the product is placed in as many as

outlets as possible.

 Selective Distribution: A distribution style in which only a limited number of outlets are
used to place the product.

 Exclusive Distribution: A distribution style in which intermediaries are given the

exclusive right to sell a product within a market.
Sales Structures & Hierarchy

 Sales organization structure refers to the design of the sales team.

 Territorial Sales Force Structure: A geographical region is allocated to a team to sell all the
products of the company.

 Product Sales Force Structure: A Sales team that sells a specific line of products of a company.

 Customer Sales Force Structure: A sales team that sells to a specific type of consumers.

 Complex Sales Force Structure: When a company adopts a mix of above mentioned structures.
Territory Management

 Territory management is a geographic area over which either an individual salesperson or a sales team has
responsibility. These territories are usually defined based on geography, sales potential, or a combination of these
factors.

 Customer relationship management

 Setting and meeting ‘Sales targets’

 Ensure operational efficiency

 Business History and future prospect

Ethics & Selective Attention
Selective Attention
 What is it?

 Is it Good or Bad?

 Developing strong sense of Observation

 Recalling & Reporting

THANK YOU