An Assignment in Sales and Distribution Management

Prepaid by Hardik Jani(35) Modi Bhadresh Harish Nagar Semester 4

Submitted To Prof.Kruti Patel

Introduction
Sales and Distribution management is an important part of the organization today. In this report the sales and distribution management of the Business Standard is described .The whole recruitment, selection, training, motivation, compensation, evaluation, controlling, territory design, quota etc are described in this report. Sales management is primarily the direction of men with all the management functions of organization, control, recruitment, training , supervision and motivation . Sales Management is the sub system of marketing management. It is sales management that translates the marketing plan into marketing performance. That is why sales management is sometimes described as the muscle behind marketing management.

Organization Profile
Business Standard

1. History
Business Standard Ltd. was incorporated on 15th December, 1975 under the name of Desh Publications Pvt. Ltd.. This was changed to Business Standard Limited on 23rd November, 1995. The head office of the company is located at Delhi. The company is managed under the leadership and guidance of the board of directors. The company has completed its 30 years in the year 2005. The company believes in ethical conduct through professional management and has a forward looking outlook.

2. Organizational Profile
Business Standard is one of the country`s most respected financial dailies. It is published in color from 12 centers in India Mumbai, New Delhi, Kolkata, Bangalore, Chennai, Ahmadabad, Chandigarh, Lucknow, Kochi, Bhubaneshwar and Pune. The newspaper believes in free, fair and independent journalism and strives to inculcate these values in its editorial staff. The journalism practiced by Business Standard lays equal stress on quality, credibility and accuracy.

Recruitment of Sales Person

Recruitment is the process of locating and attracting job applicants, Recruiting and Selecting new people is an important aspect of the sales managers job .Recruitment is the set of activities and processes used to legally obtain a sufficient number of individuals in such a manner that the recruits and the sales forces best interest are taken into consideration.

Sources of the recruitment Mainly any organization used two types of the sources of the recruitment internal; external.Buseness Standard used external sources for the recruitment. BS used Employment agencies and Education institution for their external source of the recruitment.

Selection of the Sales Person Business Standard lld select sales person threw structured sales process .First they check application of the candidates for the reference check than they select candidate for the Interview than give final result for the job offer.

Hiring Sales Person After the Interview Business Standard Ltd Hire the sales people by making a job offer for the selected candidate .It is the important part of the job offer is the compensation that the sales person will be paid .

Socializing Process After hiring the sales person Business standard learn them values, norms, attitude, and behavior of the people who are already working in the organization.

Training
Sales training is the effort an employer pits forth to provide sales people job related culture, skills, knowledge, and attitudes that should result in improved performance in the selling environments. Business Standard follow the training process as below Aim Training Content Training Method Training Evaluation

Aim Training Identifying Initial Training regardless of Needs Job Specification Trainees Background and Experience Sales related Marketing Identifying Continuing Training Needs

Content Training Training about the product Training on sales the after sales service Training on company Training on sales organization Training on sales policy

Methods for training Business Standard used Group training method Individual training method Execution of training Evolution of training

Motivation
Motivation is the force within an individual that directs the behavior. Motivation is unique to every individual. A sales manager may adopt different methods to motivate his sales force. He should examine individual needs and use them as the basis for motivation his salespersons.

Business Standard used following methods used for the motivation Sales Contest Conventions and Meetings Personal Meeting Promotions Personal Communication

Motivation process used in Business Standard

Motive

Motivation starts when people to action motive prompts people to action . Motives are the primary energizer of behavior and explain the reasons of behavior .

Behavior

The behavior of the salesperson comprises a series of activities that the person does by being motivated to achieve individual and organizational goals.

Goal

The Goals chosen by an individual salesperson depends on various factors like the cultural norms and values, the salesperson s inherited capabilities ,influence of personal learning and experiences , and type level of mobility in the physical and social world of the salesperson .

Compensation
Business Standard used both types of compensation plan Financial and non financial.

Financial Compensation Business Standard used Combined Salary plus Commission method. For Non Financial Compensation they used Promotions , Fringe Benefits , Travelling expanses .

Steps in Designing a Compensation Plan

Define the sales job Consider companies general compensation structure Consider Compensation Patterns in Community and Industry Determine Compensation Level Special Company Needs and Problems Consult the present Sales Force Reduce Tentative Plan in Writing and its presetting Revise the plan Implement the plan and provide for follow up

Evaluation of Performance