This enables us to personalize our content for you, greet you by name and remember your preferences (for example, your choice of language or region). Functionality Cookies: These cookies are used to recognize you when you return to our website.
This helps us to improve the way the website works, for example, by ensuring that users are easily finding what they are looking for. Analytics/Performance Cookies: These cookies allow us to carry out web analytics or other forms of audience measuring such as recognizing and counting the number of visitors and seeing how visitors move around our website. They either serve the sole purpose of carrying out network transmissions or are strictly necessary to provide an online service explicitly requested by you. The second half of the book deals with the distribution function and discusses logistics and channel management.The cookies we use can be categorized as follows: Strictly Necessary Cookies: These are cookies that are required for the operation of or specific functionality offered. It discusses various aspects of the sales function ranging from various sales organization structures to the role of the sales manager in improving sales by hiring, training, motivating and leading the sales force. This book, Sales and Distribution Management provides an overview of the sales and distribution function. Management of distribution channels involves efficient channel design, conflict management and implementation of sophisticated channel information systems which will enhance the process of making the products available to the end consumer in a timely manner.
In addition to having a strong sales function, companies should also have efficient distribution channels to make the products available to the end consumer. The trends that have shaped the sales function include shorter product life cycles, longer and more complex sales cycles, 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. Over the years, substantial changes have taken place in the selling environment, leading to changes in the sales function. This provides the sales personnel with vital information regarding trends in organizational sales, product development, and budgets.īy offering the management vital inputs pertaining to such information, the sales team helps the management to develop plans regarding sales, production, and design. The sales team continuously monitors the changes taking place in the external environment regarding competitors, customers, government and other regulatory agencies, advances in technology, and industry trends. A sales manager needs to ensure that the salespeople are motivated to perform the selling function in a way that will help the organization attain its goals. Thus, managing sales in an organization is a critical activity.
Selling helps an organization achieve its business goals. Sales refers to the exchange of goods or services for an amount of money or its equivalent in kind. Sales and Distribution Management : Overview