PRESENTATION ON SALES AND DISTRIBUTION MANAGEMENT, BY DR.

SL GUPTA

PRESENTED TO :MS. APARAJITA DAS GUPTA

PRESENTED BY:GAURAV GUPTA, 004 SAMEER MAHAJAN, 043

TOPICS AT GLANCE
1) 2) 3) 4) 5) 6) BASICS OF SALES MANAGEMENT PERSONAL SELLING RECRUITMENT AND SELECTION COMPENSATION AND MOTIVATION OF SALES FORCE MONITORING AND PERFORMANCE APPRAISAL SALES FORECASTING, QUOTA AND TERRITORY MANAGMENT

OBJECTIVE OF PRESENTATION
Objective of presentation is to make you aware about various facets of sales and distribution management .

CHAPTER-1 BASICS OF SALES MANAGEMENT

Objective Of Study 1. Understanding the role of sales management Sales management is defined as the planning, direction and control of personal selling, including recruiting , selecting , supervising, paying and motivating as these tasks apply to the personal sales force.

2. Manage the sales force Successful sales force management means: The right organization and aggregation against product lines and geographic. The right strength and qualification. The right compensation and incentive system.

3. Develop and formulate sales strategies Decisions relevant to sales strategy formulation are: Determining the size of the sales force Decision regarding type and quality of sales force required Designing the sales organization Territory designing Recruitment and training procedures Task allocation Compensation of sales force Performance appraisal and control system Feedback mechanism to be adopted Managing channel relationships Coordination with marketing departments.

CHAPTER-2 PERSONAL SELLING

Objective Of Learning
1. Understand the changing face of personal selling Value sharing Relation building Role playing Changing approach

2. Understand the use of product price, promotion and distribution that the company uses to achieve its marketing objectives.

3. Analyze the steps involved in personal selling Prospecting :- Cold Calling, Acquaintance Reference etc. Preaproach :- Understanding needs and preferences. Approaching :- Through appointment, without appointment Presentation and demonstration :- prove the characteristics of the product

The close :- Convince the prospect to sign the order form or to place an order immediately.

CHAPTER-3 RECRUITMENT AND SELECTION

Objective Of Study 1. Analyze and prepare the job description before recruiting the sales force Title of job Duties and responsibilities Reporting methods Technical requirements

2. Understand the recruitment and selection procedures Selection Process :- hiring profile, application scrutiny, interview, psychological testing, reference check, physical examination, job offer. Sources are :- advertising, recruiting agencies, educational institutes, competitors

3. Enforce sales force training

Training in market place Training on communication Training on handling the competition Training on negotiating

CHAPTER-4 COMPENSATION AND MOTIVATION OF SALES FORCE

Objective Of Study

1. Study the various compensation methods and modes of compensating the sales force
Salary Straight commission Target commission Bonus, profit Sharing, Fringe Benefits Reimbursement of expenses

2. Understand the importance of motivation and its effect on the sales team 3. Analyses the different motivation theories and their application Maslows Need Hierarchy Herzbergs Hygiene-Motivation Model Alderfers ERG Model McGregors Participation Model ( Theory X & Y )

CHAPTER-5 MONITORING AND PERFORMANCE APPRAISAL

Objective Of Study 1. Understand the essentials of sales force monitoring programme

Establishing standards for performance appraisal Identifying and evaluating reasons for performance under or above the laid down standards To adopt measures to correct deficiencies leading to the lower performance and evaluate methods for improvements

2. Study the principles of evaluation and record performances Pragmatic :- evaluation should be on practically possible parameters rather than pre decided goals. Transparent :- it must be transparent enough to judge a persons ability Realistic :- it should be based on actual facts and figures Participative :- it should motivate the sales force to participate in

CHAPTER-6 SALES FORECASTING, QUOTAS AND TERRITORY MANAGEMENT

Objective Of Study 1. Understand the steps involved in sales forecasting

Defining objective to be achieved Dividing various products into homogeneous groups Analyzing the importance of various factors to be studied for forecasting Selecting the method Collecting and analyzing the related information Drawing conclusion from the analysis made Implementing the decision taken Reviewing and revising the sales forecasting from time to time

2. Analyze the different methods used in sales forecasting

Survey method Expert Opinion Market Studies Method Sales Force Opinion Method Statistical Methods

3. Appreciate the importance of sales quota and territory management Sales Quota :- it means expected routine assignment to sales units, such as districts and branches, etc. e.g. Sales volume quota, profit quota, expense quota, activity quota

Sales territory :- comprises of a group of customers or a geographical area assigned to a sales unit. Benefits Obtain entire coverage Establish sales person responsibility Evaluate performance Improve customer relations Reduce sales expenses

THANK YOU