Scribd
Upload
14 views

Sales and Distribution MGMT

Sales and distribution management involves achieving sales goals through distribution channels and a company's sales force. It also involves maintaining inventory levels and collecting accounts receivables. There are several factors to consider when selling, including target market, product, place, promotion, price, and personal selling. Personal selling follows a process and involves understanding different social styles like fact-oriented, analytical, risk-averse, amiable, expressive, and people-oriented customers. Developing relationships is important and can be done through need-satisfaction presentations. Closing a sale involves different techniques like trial closes, assumptive closes, and urgency closes. Follow-up is also important.

Uploaded by

bsubbudu
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
14 views

Sales and Distribution MGMT

Sales and distribution management involves achieving sales goals through distribution channels and a company's sales force. It also involves maintaining inventory levels and collecting accounts receivables. There are several factors to consider when selling, including target market, product, place, promotion, price, and personal selling. Personal selling follows a process and involves understanding different social styles like fact-oriented, analytical, risk-averse, amiable, expressive, and people-oriented customers. Developing relationships is important and can be done through need-satisfaction presentations. Closing a sale involves different techniques like trial closes, assumptive closes, and urgency closes. Follow-up is also important.

Uploaded by

bsubbudu
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
You are on page 1/ 18

Sales and Distribution Mgmt

What is a sale?

Giving away the right to 'use' / 'consume' In consideration of a return Agreement to make the return by / at a specified point of time

How are Sales & Dstbn related?

Achievement of sales Goals through

Distribution channels Companys sales force Distribution channels Companys sales force

Personal & Prospecting through

Distribution channels
Personal & Non-personal Promotion through

Companys sales force

How are Sales & Dstbn related?

Maintaining Inventory through

Distribution channels Corporate organization Distribution channels Corporate sales organization

Accounts Receivables through

Distribution channels
Information feedback through

Companys own sales force

How do you sell?

Target Market

Product

Place

Promotion

Price

Personal Selling

Mass Selling

Sales Promotio n

Number and kind of salespersons needed

Selection and training procedure

Compensatio n and motivation approach

Personal selling techniques

Personal Selling process

Target Account Strategies

SALES STRATEGY

TARGET ACCOUNTS

SALES STRATEGY

Account 1 Account 3

Account 2 Account 4

Key Account Profitability Size Potential

Account Segmentation Approach

Expected Value Analysis

Determination of product potential on an account by account basis. Estimates of Market Share and Probability are based upon the judgement of the salesperson and

Amount of past sales Degree and kind of competition Product,Price, and Service commitments Economic conditions Existing account relationships

Strategies for Key accounts

Social Styles

sFact-oriented sAnalytical sRisk sDriver sRisk

Adverse
sAmiable sExpressive

Takers

sPeople-

oriented

Social Styles

sFact-oriented

sAnalytical sRisk

sDriver sRisk

Adverse
sAmiable sExpressive

Takers

sPeople-oriented

sVery fact-and-detail oriented sRequire time to make decisions sNot interested in socializing sThe salesperson should inundate

the analytical with facts and figures that can be supported with documentation

Social Styles

sFact-oriented

sAnalytical sRisk

sDriver sRisk

Adverse
sAmiable sExpressive

Takers

sPeople-oriented

sAction-and

decisions sBasic facts and not big on socializing sThe sales person should provide the bottomline information first and then work backward to fill-in essential details

goal oriented, and makes quick

Social Styles

sFact-oriented

sAnalytical sRisk

sDriver sRisk

Adverse
sAmiable sExpressive

Takers

sPeople-oriented

sA

visionary with big ideas for the future but not a detailoriented individual sHesitant to make quick decisions and will seek consensus from others sSeeks to socialize with the salesperson sThe salesperson should provide assurances that will reduce the amiables feeling of risk

Social Styles

sFact-oriented

sAnalytical sRisk

sDriver sRisk

Adverse
sAmiable sExpressive

Takers

sPeople-oriented

sLoves

to socialize and will frequently base the purchase decision on the relationship with the salesperson sThe salesperson should establish a personal relationship with the expressive by telling anecdotal stories, by socializing outside the office and by relating personal information

PSP: Building relationships

Presentation
Stimulus-Response Format
Stimulus-Response Presentation Suggestive Selling

Formula Selling Format


Formula Selling Presentation Canned Sales Presentation

PSP: Building relationships

Presentation
Need-Satisfaction Format
Need-Satisfaction Presentation Adaptive Selling Consultative Selling

Handling Objections

How do you close?

Close
Trial Close Assumptive Close Urgency Close Final Close

Follow-Up

You might also like