SALES & DISTRIBUTION

Presented By: Anushree Pawar 11303

• Sales and marketing are business terms that are often used interchangeably. Selling and marketing, however, are not one and the same. In fact, marketing and sales are two completely different

activities.
• A sale is the act of selling a product or service in return for money or other compensation.

. pricing. and developing the "brand".• Marketing is identifying customer needs. wants and desire converting them into products and services • Marketing is the set of processes that include determining channels of distribution.

• Systematic approach to selling a product or service • Stages in sales process:  Initial contact  Application of Initial Fit Criteria  Sales lead  Need identification  Qualified prospect  Proposal  Negotiation  Closing  Deal Transaction .

• It involves using technology to organize.• Customer relationship management (CRM) is an information technology-driven strategy companies use to get and retain a customer. • Helps in managing a company’s interactions with customers. clients. and sales prospects. and synchronize business processes—principally sales activities . automate.

Benefits of CRM SHORTER LEAD TIMES .

CRM solutions fall into the following four broad categories.  Company does not have the in-house skills necessary to tackle the job from scratch. Outsourced solutions  Application service providers provide web – based CRM solutions for businesses.  Good solution if you are already geared towards online e-commerce.CRM software is used to coordinate sales activities to obtain big dividends. . 1.

 Software may not always do precisely what you want and you may have to trade off functionality for convenience and price.  Key to success is to be flexible without compromising too much.  Cut-down versions of such software may be suitable for smaller businesses. Off-the-shelf solutions  Software companies offer CRM applications that integrate with existing packages. .2.  Cheapest option as you are investing in standard software components.

 Requirements to be specified carefully .3.  Expensive and time consuming. Bespoke software  Customize or create a CRM system and integrate it with existing software.  Most expensive option designer quotes. .

4. .  Involves renting a customized suite of CRM applications as a bespoke package. Managed solutions  Half-way house between bespoke and outsourced solutions.  Can be cost effective but it may mean that you have to compromise in terms of functionality.

Storing information Store and manage your customer information is in a relational database . .Implementation Implementation of CRM strategy is a six stage process : Stage 1 .Collecting information Capture the information needed to identify your customers and categorize their behavior. Stage 2 .a centralized customer database to allow run all the systems from the same source to ensure that everyone uses up-to-date information.

Stage 4 . analyze data to identify patterns or relationships to profile customers and develop sales strategies. the next stage is to make this information available to staff in the most useful format.Analyzing customer behaviour Using data mining tools in spreadsheet programs.Accessing information With information collected and stored centrally. .Implementation Stage 3 .

.Marketing more effectively Use CRM to gain a better understanding of customers' needs.Enhancing the customer experience  Identify complaining customers taking up a disproportionate large amount of staff time.  If their problems can be identified and resolved quickly. so that staff will have more time for other customers.Implementation Stage 5 . Stage 6 . desires and self-perception for targeting most valuable customers.

right up to the final customer.• The movement of goods and services from the source through a distribution channel. or user. Channels are broken into direct and indirect forms. consumer. • Distribution Channel: The chain of businesses or intermediaries through which a good or service passes until it reaches the end consumer. .

Intensive Distribution Exclusive Distribution Distribution Intensity Selective Distribution .

Producer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Seeks to obtain maximum product exposure at the retail level Retailer Retailer Retailer Retailer Retailer Retailer .

Producer Product is sold in a limited number of outlets Retailer Retailer Retailer Retailer Retailer Retailer .

Product is sold in only one outlet in a given area Producer Retailer .

Direct Sale P R O D U C E R Retailer Wholesaler Agent Agent Agent/Dealer Agent/Dealer Wholesaler Wholesaler Retailer Retailer Retailer Retailer Retailer C O N S U M E R .

Information Risk Taking Promotion Financing Contact Physical Distribution Matching Negotiation .

.E-Commerce .Transforming Distribution Channels • E-Commerce consists of the buying and selling of products or services over electronic systems such as the Internet and other computer networks • E-commerce facilitates Supply chain management  Internet marketing  Electronic data interchange (EDI)  Inventory management systems  Automated data collection systems.

•    Other functions are: Disintermediation Being able to conduct business 24 x 7 x 365 Access the global marketplace. .

the system automatically places an order to the supplier. .WALMART • Automated Distribution System As soon as the level or number of products in the point of sales decreases below a safety stock. Successful management of the system avoids losing the customers to the competitors by providing them with the same quality product continuously. thus making it possible to replenish the stocks before the seller runs out of stock.

• Low-cost distribution channels. and the speed of the delivery have been made possible with Information technology in distribution. • The rapid developments in recent years in the information technologies have resulted in distribution channels with different characteristics in industries such as banking. the quality of the goods and services to be delivered to the customer. tourism. convenience for the customer.CONCLUSION • Distribution channel is considered as the backbone of every company and technology is the most important ingredient to make it firm and strong. . and travelling.

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