Sales and Distribution Management

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Details

Chapter Code: SDMC01
Textbook:
Pages : 514; Paperback;
210 X 275 mm approx.

Suggested Case Studies

Workbook:
Pages : 352; Paperback;
210 X 275 mm approx.

Detail Table of Contents

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Textbook Price: Rs. 900;
Workbook Price: Rs. 700;
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Introduction to Sales Management : Overview

Sales is one of the most crucial functions of an organization. It is the principal, and often, the only revenue generating function in the organization. Sales has formed an important part of business throughout history and will continue to do so. A constant evolution has been witnessed in the sales function from the early Stone Age, through the Iron ages and the Middle Ages to sales in the twenty-first century. The evolution of the sales concept can also be studied in terms of seven generations.

In addition to helping an organization achieve its business goals, the selling function performs various other roles such as enhancing knowledge pertaining to the internal and external environments, developing positive relationships with customers, suppliers and distributors, and negotiating with customers to sell the company's products profitably. Despite the crucial role the selling function plays in the growth of an organization, sales has a rather negative image associated with it.

This can be attributed more to the misconceptions in the minds of the people rather than actual knowledge of the profession. The major objectives of a sales organization are to increase sales volume, contribute to profits, and attain long-term growth. For an organization to be successful, it is essential to integrate the sales and marketing functions so that coordination of activities can be achieved.

Over the years, substantial changes have taken place in the selling environment, sparking a change in the sales function too. The various trends that have shaped the sales function include shorter product life cycle, longer, more complex sales cycle, reduced customer loyalty, intense competition among manufacturing firms, rising customer expectations, increasing buyer expertise, electronic revolution in communications, and the entry of women into the sales force.

Chapter 1 : Overview

Evolution of the Sales Concept

Nature and Role of Selling Image of Selling

Objectives of Sales Management

Integrating Sales and Marketing Management

Environmental Changes Affecting Sales Management
Shorter Product Life Cycle

Longer, More Complex Sales Cycle
Reduced Customer Loyalty
Intense Competition Among Manufacturing Companies
Rising Customer Expectations
Increasing Buyer Expertise
Electronic Revolution in Communication

Entry of Women in Sales Management

Structure of the Book

1] Introduction to Sales Management
2] The Sales Organization
3] Sales Functions and Policies
4] Personal Selling
5] International Sales Management
6] Sales Planning
7] Sales Budgets
8] Estimating Market Potential and Forecasting Sales
9] Sales Quotas
10] Sales and Cost Analysis
11] Hiring and Training Sales Personnel
12] Time and Territory Management
13] Compensating Sales Personnel
14] Motivating the Sales Force
15] Leading the Sales Force
16] Evaluating Sales Force Performance
17] Marketing Logistics
18] Marketing Channels
19] Channel Integration
20] Channel Management
21] Evaluating Channel Performance
22] Managing Channel Conflicts
23] Channel Information Systems
24] Wholesaling
25] Retailing
26] Ethical and Social Issues in Sales & Distribution Management