Sales and Distribution

management
Unit I

Sales Management
Sales management originally referred
exclusively to the direction of sales
force personnel.
Sales management is attainment
of an organization's sales goals in an
effective & efficient manner through
planning, staffing, training, leading &
controlling organizational resources

Salesmanship
Personal selling is also sometimes
referred to as salesmanship.
Salesmen may be classified into the
following categories on the basis of
their employers:- Manufacturer's salesmen
- Specialty salesmen
- Retailer's salesmen

The effective sales

executive

Goal oriented
Confident
Courteous
Team Player
Should have complete product
knowledge
Pleasing personality
Good communicator

The Sales Organization

The sales organization represents the
selling unit in the legal sense.
The role of a sales organization is to
achieve company objectives,
streamline reporting relationships,
facilitate effective coordination and
control and develop an efficient sales
force structure to ensure effective
selling strategy.

The Sales Organization

Designing the sales organization
plays a crucial role in a company's
overall success.
Sales culture plays an important role
in the success of a sales organization.
Sales culture is a collective
impression of the values, attitudes
and personality of top management
in an organization.

The Sales Organization

The success of a sales organization
also , to a huge extent, depends on
- Sales department relations
- Distributive network relations

Selling as a part of
marketing
Marketing is a holistic process that
includes selling
Marketing is all about spreading awareness
and then selling takes over the task
Marketing is a broader area that involves
developing prospects thereafter selling
involves converting the prospects into
consumers