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Sales distribution management ppt presentation
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Sales and Distribution Management Dr. Prashant Mishra prashant@iimcal.ac.in; 2. Nature of Personal Selling • Most salespeople are well-educated, well- trained professionals who work to build and maintain long-term relationships with customers. • The term salesperson covers a wide spectrum of. Pre-approach. 3. Presentation. 4. Negotiations & handling. objectives. 5. Closing. the sale. 6. Follow up. Compensation. Sales & Distribution Management –Cont'd.. Compensation. Includes:- Straight wages or salary; Straight commission; Wages or salary plus bonus, and; Wages or salary plus commission. Mistakes in Sales. Sales & Distribution Management Course PPT.ppt - Download as Powerpoint Presentation (.ppt), PDF File (.pdf), Text File (.txt) or view presentation slides online. CHANNEL MANAGEMENT Identification of candidates(trade sources.Developing a partnership approach. Differences in desired product line) Avoiding and resolving conflict(training in conflict handling. Profitability. reseller enquiries Development of selection criteria { knowledge (market. coercion) . quality and size of sales. Creating and maintaining right image for the company and its products in the market. Co-ordination with marketing management in the areas like, product mix, pricing, distribution, advertising and sales promotion. Building relationship strategies with key customers 4. Introduction to Sales Management Personal selling. 2 Learning Objectives To understand evolution, nature and importance of sales management To know role and skills of modern sales managers To understand types of sales managers To learn objectives, strategies and tactics of sales management To know emerging trends in sales management To understand linkage. Distribution also describes. Locations for hotel brand distribution. Franchising; Ownership; Management contracts. The sales staff and system. Group sales or volume accounts; Reservations and transient sales; National sales offices; Representation firms, consortia. Distribution. Today “distribution" in the hospitality industry. and mentoring Managing skills consist of planning, organizing, controlling and decision making Technical skills include training, selling, negotiating,. – A free PowerPoint PPT presentation (displayed as a Flash slide show) on PowerShow.com - id: 3d97f4-ZDBjZ. Sales and Distribution Management – A free PowerPoint PPT presentation (displayed as a Flash slide show) on PowerShow.com - id: 829d1f-YjRhZ. Section 21.2 Distribution Planning. Marketing Essentials. Chapter 21 n Channels of Distribution. 2. SECTION 21.2. What You'll Learn. Distribution Planning. The key considerations in distribution planning; When to use multiple channels of distribution; How to compare the costs and control involved in having a direct sales. 4P's of MARKETING MIX PLACE. Where do buyers look for your product or service? If they look in a store, what kind? A specialist boutique or in a supermarket, or both? Or online? Or direct, via a catalogue? How can you access the right distribution channels? Do you need to use a sales force? Or attend trade fairs? Two categories of distribution channels: Direct; Indirect. Deciding on a Distribution Channel. Direct Distribution (Sales). Producer of product sells directly to the consumer. Advantages: Less complicated; Less expensive; Eliminates cost of “middle man"; Allows for market research. Deciding on a Distribution Channel. Learn about the various aspects of sales and distribution management, beginning with its introduction with the help of our download sales and distribution management PPT diagram. Talk about its various aspects like rights out, distribution finance, reporting, rights in, asset maintenance and CRM in detail. Let your people. Nature and importance of middlemen and distribution channels; Direct sales to retailers; Decisions in designing a channel; Major channels for goods and services. of management. Financial resources. 14-14. Intensity of Distribution. 14-15. Conflict in Channels. Horizontal. Middlemen. of the same type. Different types. Distribution Channel Options. 10-6. What Defines an Effective Channel? Inventory; Ownership; Negotiation; Gathering of market information; Financing and payment; Risk management; Member power. 10-7. Value Chain Is Basis for Business Model. What does the value chain look like? What is your role in it? Who else is. Overseeing the movement of goods from supplier or manufacturer to point of sale. Distribution management is an overarching term that refers to numerous activities and processes such as packaging, inventory, warehousing, supply chain and logistics. Now What?? Industry Overview; Brewers; Distributor Consolidation; Three-tier Distribution System. Why?? Weather. Demographics. Economy. Aging Mega brands. Ineffective marketing. Consolidation. Bad management. Lack of innovation. Prices too high... Suppliers sales people hesitant to address poor performance. Strategy. Strategic role of distribution; Channel of distribution strategy; Managing the channel; International channels; Supply chain management issues. 10-4. financing. - processing and storage. - advertising and sales promotion. - pricing. - reduction of risk. - personal selling. - communications. - servicing and repairs. 38% of sales. Sales growth drivers. New distribution deals. focus on diversification of distribution portfolio. Growth across all distribution channels. retail; HoReCa. Extensive know-how. key account management; category management; trade marketing. Profitability growth drivers. Economies of scale. lower marginal costs in. Sales mix q1-2001. ThinServer products - sales q1 2001. Total sales 162,5 Mkr (132,4); Growth total area 22,7%; Strategic investment provides returns. Strategic partnerships; Camera; New distribution structure in Europe; Market-oriented organization structure. Formation of Network Office and Office Connectivity OEM. Table 1.1 Logistics costs as a percentage of sales turnover. Source: Rushton, A, Croucher, P. & Baker, P. (2017) The Handbook of Logistics and Distribution Management, 6th Edition, Kogan Page, London, p15. Figure 1.4 A typical physical flow of material from suppliers through to customers, showing stationary functions. The Handbook of Logistics and Distribution Management. By Alan Rushton, Phil Croucher and Peter Baker. Figures and Tables: part 4. Source: Rushton, A, Croucher, P. & Baker, P. (2017) The Handbook of Logistics and Distribution Management, 6th Edition, Kogan Page, London, p295. Figure 18.1 Typical warehouse. Items 1 - 17 of 17. Sales And Distribution found in: Distribution Of A Product Ppt PowerPoint Presentation Show, Sales And Distribution Management Ppt Powerpoint Show,.. Management. Professional. Services. Technology Focused Clients. Hardware. Software. Storage. Telecom. Entertainment. Other. PART 1: ESTABLISHING PROGRAM OBJECTIVES. What are the right objectives for your Joint Marketing Program? Variety Program Objectives. Increase sales overall or of. We'll get under the skin of your brand, overall strategy and specific commercial aims - and how best to achieve them.. Managing your campaign. Intelligent doordrop gives you access to our own distribution network and those of our partners, to help you balance reach and share of voice with cost considerations. While PowerPoint is often utilized for sales strategy presentations – and are a useful tool for presenting your vision – the steps you take to create a compelling presentation can make or break closing deals or gaining. Sales and distribution management at coca cola from Mitsitgwalior Seventoeleven. C2, Tuesday, March 25, 1997. Figure 1-1: Positions of Personal Selling and. Sales Management in the Marketing Mix. Planning Motivating. Budgeting Compensating. Recruiting and selecting Designing territories. Training Evaluating performance. Marketing. mix. Products. Prices. Promotion. Distribution. Advertising. Public. Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. These are also. Sales management is an art where the sales executive or the salesperson helps the organization or individual to achieve its objective or buy a product with their skills. This is a brief introductory tutorial that explains the functions in sales and distribution management. This tutorial also throws light on the strategies applied in.
Most multinationals stumble onto a stepwise strategy for penetrating markets in emerging countries through a series of unplanned actions to reinvigorate sales... As a business grows in an international market, marketing strategy evolves, and each sequential phase requires management resources specific to the task,. Describe the nature of distribution channels, and tell why marketing intermediaries are used. Understand. Illustrate the channel management decisions of selecting, motivating, and evaluating channel members. Selling through wholesalers and retailers usually is much more efficient and cost effective than direct sales. Logistics Management. PRINCIPLES. A set of interdependent organizations (intermediaries) involved in the process of making a product or service available for use or consumption. Channel. A single firm sets up two or more marketing channels to increase coverage; Example:Retailers, Catalogs, and Sales Force. 12-9. Describe the concepts of channel management, conflict, and cooperation. Identify and. Explain the roles of logistics and supply-chain management in an overall distribution strategy. Identify the. Direct selling—a marketing strategy in which a producer establishes direct sales contact with its product's final users. • Internet. When you're developing a distribution plan for your product or service, sales channel management is a critical part of the overall strategy. In this course, sales coach Dean Karrel explains how to effectively manage your sales channels. He discusses the sales channel landscape and the variables that. Therefore an holistic approach to manage complex distribution networks, supply chains and processes is chosen. Different requirements of B2B and B2C customer segments, various industries as well as of selling services or products are considered in this module study. In summary International Sales Management is. Logistics cost are about 10% of sales w/o purchasing costs. CR (2004) Prentice Hall, Inc. Physical Distribution Costs. SCM-13. Customer Service Performance. Source: Herb Davis & Company. SCM-14. Physical distribution. Physical supply. (Materials management). Business logistics. Sources of. supply. Plants/. operations. Sales Support; Sales; Shipping and Transportation; Billing; Credit Management; Foreign Trade. The Rushmore Group, LLC. January 2007 (v1.0). 5. SD: Structure for Sales Order Processing. Client 410. Company Code. C100. Plant P100. Plant P101. Sales Area. Sales Org. S100. Distribution Channel (RE). Division. (01). Chapter 14 Marketing Channels and Supply Chain Management. The Role of Marketing Channels in Marketing Strategy. Four functions of marketing channels: Facilitating the exchange process by reducing the number of marketplace contacts necessary to make a sale; Adjusting for discrepancies in the market's assortment. Time & territory management; Solidifying your plan for distribution channels and an overall strategy; Recruiting distributors and channel partners; Qualification and ranking of distributors; Building trust and rapport; Developing distributor capture plans; Boosting mind share; Creating unique sales programs; Performing “arm's. MANAGING MARKETING CHANNELS AND WHOLESALING. © 2002 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin. Defining Marketing Channels of Distribution. You can eliminate the middleman.. Independent firms or individuals whose principal function is to bring buyers and sellers together to make sales. Brokers. Now, the sales management meant management of all marketing activities, including advertising, sales promotion, marketing research, physical distribution, pricing, and product merchandising. The. American marketers association (AMA's) definition, takes into consideration a number of these viewpoints. Its definitions runs. Sales reports not only provide you with information about what's selling and how much you're selling, but where you are making your sales. A sales management program evaluates your distribution methods and maximizes their use. For example, if your online sales are strong but your retail volumes are lagging, you might. and Supply Chain Management. A marketing channel (or distribution channel) is a set of independent organizations that help make a product or service available for use or consumption by the consumer or business users... Economic criteria compares the likely sales costs and profitability of different channel members. Senior Vice President, Global Sales and Distribution. Bruno Di Leo. General. Sales Force Based on Industry. Skills. ▫ Build Ecosystem of.. Workbench. & Analytics. Security and. Compliance. Management. GBS/Cognos - Retail. Single View of Customer. Governments engaged with food tracking. ILOG. Distribution. Center. Where necessary and appropriate, we also help clients address specific challenges in their go-to-market strategy, sales-force effectiveness, key-account management, and other relevant areas. Our team consists of more than 80 partners and associate partners, and a broader affiliated group of more than 150 senior. Part of IBM's Performance Management Group. An IBM Company. Trends in Designing And Managing Sales Territories. 2. Best Practices and. Territory Definitions. Crediting Rules. Plan Distribution. Sales Strategy. Sales Coverage Model. Incentive Measures. Budgeting. Territory Optimization. Strategy &. But dig a little deeper at Wikipedia and find out that sales is an art and a science and the cornerstone of business. A new. Such aids are regularly used in sales, diplomacy, politics, religion, military training, cult recruiting and management, and may potentially be used in any area of human interaction.". Source: Adapted from Coyle, Bardi, and Langley, The Management of Business Logistics, West 1992. Logistics Integration. Demand. Fewer. Objectives. High revenues through: High levels of product availability. Sales and Marketing. Cost-effective production through: High, capacity utilization. Long production runs. SALES & DISTRIBUTION MANAGEMENT. 4B. SALES RELATED MARKETING POLICIES. SALES MANAGEMENT'S ROLE To participate as a member of an executive group responsible for determining all marketing policies. A : PRODUCT POLICY. PRODUCT OBJECTIVES RELATED Based on feedback.
The second edition of Sales and Distribution Management has been revised to reflect the changes in the business environment and the industry since the first edition was published. Head of Business 2014-2015, Head of Sales and Marketing 2011-2014; Finnair: Director, Digital Marketing 2010-2011, Director, Internet Sales and.. Supply Chain Develop-ment. - Merchandise support. - Supplier management & compliance. Logistics. - Distribution Centre + Riga. - In-store logistics. I Know This Slide is Sort of an Eye Chart… March 26, 2018. Ian Heller. Slides that no one can read are worse than no slides at all. Slides that no one can read are worse than no slides at all. Read More. Extranet. Business partners. Types of E-commerce. Interorganizational E-commerce. Supplier management; Inventory management; Distribution management; Channel management; Payment management. Intraorganizational E-commerce. Workgroup communications; Electronic publishing; Sales force productivity. Since not all retailers are willing to provide these services, insisting on them will likely reduce the intensity of distribution given to the product.. It may not be obvious whether higher margins in a selective distribution setting will compensate for smaller unit sales. Here.... (Please see the chart in the PowerPoint notes). Sales. Outbound. Logistics. Service. Primary Activities. Secondary. Activities. Resource Environment The Value Chain Michael Porter (1985). Firm's Value chain. Supplier value chains. Channel value chains. Customer value chains. Supply Chain Management. The management of upstream and downstream relationships. Marketing Management Lecture 5. Distribution Strategy. Toys R Us. Charles Lazarus. Founded. World's largest toy chain. AND, a new type of retail outlet! Founded in 1978, Toy R Us. This meant smaller profits for the toy manufacturers and less sales outside of the holiday seasons. To boost profits, suppliers reacted to two. IT team of 2. Galatea. Galatea. is Scandinavia's largest importer of beer. have it's own warehousing and distribution, which is only matched by the domestic breweries.. KGA is offering 100% transparency and add-on services like own tele-sales, POS handling, promotions, empty kegs management, complaint handling etc. Multichannel Marketing Management. Grow market share in a collaborative way across the automotive distribution chain, and inspire brand advocates who are loyal and passionate. An Exceptional Customer Experience. Enhanced Satisfaction. Marketing, Sales, and Service. Multichannel Marketing. Optimized Sales. All rights reserved. Sales & Distribution Process SAP Implementation EGN 5620 Enterprise Systems Configuration (Professional MSEM) Fall, 2012. January 2008. 4. Business Process Integration. FI. The user may minimize credit risk by defining a credit limit for customers by using Credit Management. This is especially. Hi Friends Enclosing a ppt on Sales and Distribution Management, which I prepared for a client. Hope you find it informative. Regards Arun Arun Kumar. To understand the escalating importance of logistics and supply-chain management as crucial tools for competitiveness. To learn about materials management. can differ in availability and quality. The logistician should analyze international product sales and then rank order products according to warehousing needs. 17. Strategic Alternatives in international and. global marketing mix decisions. Managerial issues. International Channel-of-Distribution Alternatives. Home Country. Domestic producer or marketer sells to or through. Open distribution via domestic wholesale middlemen. Export management company or company sales force. Often, when it comes to landing effective sales, the real challenge is nailing the sales presentation. Whittled down to the bare bones, PowerPoint sales presentations and slide decks are the key tools in every sales teams' toolbox. After all, pulling in new clients or managing to excite existing customers about. SUPPLY CHAIN STRATEGIES. July 2006. Industrial Logistic Systems. (Pty) Ltd. Martin Bailey, Managing Director. Presented by: 25th Annual Southern African. Does drive sales. ▫. Provides competitive edge. ▫. Is core business. A world class supply chain? RIGHT GOODS. RIGHT TIME. RIGHT COST. RIGHT PLACE. In addition, if any of the assumptions or estimates made by management prove to be incorrect, actual results and developments are likely to differ, and. agents and partners; our ability to expand our sales and distribution infrastructure and our marketing; our ability to develop products and technologies that. Cited in the Handbook of Logistics and Distribution Management. Source:. Cost Itemization as a Percentage of. Final Sales Turnover. Main Business. Transport. Cost. Warehousing. /Depot. Inventory. Holding. Administration Overall. Source: Formula from Designing and Managing the Supply Chain by Simchi-Levi, etc. Opportunities in Chemical. Distribution. Optimizing Marketing and Sales Channels, Managing. Complexity, and Redefining the Role of Distributors. Bernd Elser, Udo Jung, and Yves Willers. January 2010. WHAT IS THE DEFINITION OF CBD? IN OTHER WORDS, CBD IS… Persuasive Selling. Headquarter, Store Level, Account Penetration. Multifunctional. Pharmaceuticals, Marketing, Finance, Logistics. Human Resources. Analytical. Efficient Assortment, Category Management. Marketing. Promotions, Merchandise Planning. Channels of Distribution. Norman V. Carroll, PhD. Professor of Pharmacy Administration. Virginia Commonwealth University School of Pharmacy. Chapter 13 slides for. Marketing for Pharmacists, 2nd edition. Learning Objectives. Define and give examples of a channel of distribution for pharmacy products and services. Working with foreign distributors can strongly increase your sales, as an alternative for online sales or having your own sales force. How to set up the right distribution channels and manage your delivery chain in such a way that your business grows and if profitable? Sales Forecasting & Budgeting. 2. Sales Forecast. It is estimate of a company's sale for a specified future period. Sales forecasting provides the starting point for assumptions used in various planning activities. It is used for the. Sales Budgets – a management plan for the expenditures to accomplish sales goals. 7. Product. Distribution Channel Analysis: a Guide for Hotels. Mark V. LoManno. PubLishEd by thE hsMai Foundation an ah&La and str sPECiaL rEPort. FOUNDATION. merce, marketing, sales and customer engagement has forever changed our relationship with and.. —Nigel Greenaway, Eureka Funds Management (Sydney). You could work as an area sales manager all over the UK, for a wide range of industries and markets including manufacturing, wholesale distribution and. NVQs in sales, or qualifications from professional bodies such as the Chartered Institute of Marketing, the Institute of Sales and Marketing Management (ISMM) and the. Sales Organization Structure and Sales Force Deployment. Learning Objectives. Define the concepts of specialization, centralization, span of control versus management levels, and line versus staff positions. Describe the ways sales forces might be specialized. Evaluate the advantages and disadvantages of sales. Key Market Logistics Question. How do we increase the efficiency of our supply chain management without decreasing the effectiveness of that supply chain? The firms that best resolve this question will be the most successful. MARKETING MIX: Communication (Advertising and Sales Promotion). Targeting Businesses and. Trade liberalization increases the need for improved transport & logistics performance. Freight Costs as % of. Planning and scheduling inefficiencies; Documentation errors cause delays at the border; Lack of fleet management technologies; Regional border customs not consistent. Reduced inventory by 2% of sales. Distribution of physical goods has been a core function of business since the dawn of time—solving the problem of getting a product in front of a customer. Gypsies. The sale isn't difficult — it's getting the drugs from production facilities across borders and into the street unnoticed that separates successful. Logistics: getting the right material to the right place at the right time in the right quantity: Traffic Management: The selection, scheduling & control of carriers (e.g.: trucks. Supply chain partners can benefit by sharing information on sales, demand forecasts, inventory levels & marketing campaigns; Inaccurate or distorted. The primary purpose of any channel of distribution is to bridge the gap between the producer of a product and its user... arrangements as well as internet sales. A textbook definition is: “The direct personal presentation, demonstration, and sale of products and services to consumers, usually in their homes or at their jobs. ". advantage. - operation of distribution & warehousing facilities. - where to source intermediate goods. Management of value chains of other firms. Moving into e-commerce. Consumer demand oriented “pull" system. The Evolution of Novel Freight Service Attributes, Logistical Systems, and Economic Benefits. Companies can realize the strategic advantage of a robust supply chain by modifying the 'old' view of its capabilities. Sales and Operations Planning Process. Sourcing improvement; Manufacturing process improvement; Distribution network optimization; Inventory management; Freight cost reduction; SLA s reflect cost. Worked in Sales and Marketing Management for 2 major publishers (Harper & Row, LWW Medical) and a major apparel manufacturer (Londontown).. “The process of planning and executing the conception, pricing, promotion an distribution of ideas, goods and services to create exchanges that satisfy individual and. Why distribution agreements ? Distribution v. direct sales (cross-border or with representative office/establishment); Practical reasons; Commercial reasons (eg efficient marketing); Financial reasons (eg less capital); Legal reasons (advantage of a separate entity, etc …) I.a. division of risks and profits, management of stocks,. Supply Chain management provides rewarding careers and earning opportunities. You work for the best companies.. Annual Median. Sales Entry Level. Team Sales Leader. Sales Team Leader. Vice President of Sales. Sales Trainee. Sales Assistant. Account Executive. Logistics Team Lead. Logistics Manager. Logistics. Two categories of distribution channels. Direct; Indirect. Deciding on a Distribution Channel. SLIDE 1. Direct Distribution (Sales). Producer of product sells directly to the consumer. Advantages: Less complicated; Less expensive; Eliminates cost of “middle man"; Allows for market research. Deciding on a Distribution Channel. globalization in recent decades, the importance of logistics management has been growing in. Logistics is. ❖ Part of the supply chain process that plans, implements, and controls the efficient, effective forward and reverse flow and storage of goods,. to the end of the production, sale process and waste disposal, to satisfy. Now, it is for the students and practitioners of sales and distribution to see if this actually meets their expectations.. Govindrajan, who currently teach sales and distribution at IIM Calcutta, for sharing their ideas, case studies, PowerPoint presentations, and anecdotes from their respective teaching and industry experiences,. The paper starts from the importance of merchandise distribution and distribution channels and mutual relationships of the participants in them. Development of distribution channels based on the concentration processes and integration of functions is emphasized. In this context, the position of retail in distribution system is. Institute for Supply Management. Managing supply and demand, sourcing raw materials and parts, manufacturing and assembly, warehousing and inventory tracking, order entry and order management, distribution across all channels, and delivery to the customer. The Supply Chain Council. 1-5. PC Industry Supply Chain.

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