DISTRIBUTION

MANAGEMENT
COURSE TITLE: SALES & DISTRIBUTION MANAGEMENT (SDM)
PROGRAMME & SEMESTER: SEM IV
UNIT III:
DISTRIBUTION MANAGEMENT,
MANAGING MARKET CHANNEL AND
CHANNEL INSTITUTIONS
CHANNEL INFORMATION SYSTEMS:
ELEMENTS OF CIS, DESIGNING OF A CIS,
CHANNEL PERFORMANCE EVALUATION
BENEFITS OF CHANNEL INFORMATION SYSTEM

• Effective Decision Making

• Increased Sales Revenue
• Inventory Management
• Customer Relationship Management
STAGES OF CHANNEL INFORMATION SYSTEM

• Collection
• Processing
• Storage
• Use
ELEMENTS OF CHANNEL INFORMATION SYSTEM

• Data of Channel Partners

• Primary Sales
• Secondary Sales
• Pricing Trends
• Promotions Evaluation
• Logistic Costs
• Market Information
• Competition Mapping
• Statutory Data
DESIGNING CHANNEL INFORMATION SYSTEM

• CIS is an integrated information system

to handle data in the channel
management
• It should be user centric and user
friendly
• It is critical to define the rela­tionships
among decisions and to decide the flow
of information and decisions
EVALUATION OF CHANNEL PERFORMANCE

• Sales Performance
• Customer Management
• Inventory Management
• Selling Resources
• Customer Coverage
Q&A