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    Sales and Distribution Management: Arun Kumar Davay

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    Azaz Qureshi
    The document discusses various topics related to sales and marketing including the roles of sales and marketing, steps to success in sales, sales methodologies like G.U.E.S.T and P.A.C.E.R., sales forecasting methods, sales promotion tactics, sales management strategies, customer expectations, the product life cycle, price-quality strategies, distribution channels, internal motivators of sales executives, and ways to increase prices without raising the price.

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    Sales and Distribution Management: Arun Kumar Davay

    Uploaded by

    Azaz Qureshi
    48 views22 pages
    The document discusses various topics related to sales and marketing including the roles of sales and marketing, steps to success in sales, sales methodologies like G.U.E.S.T and P.A.C.E.R., sales forecasting methods, sales promotion tactics, sales management strategies, customer expectations, the product life cycle, price-quality strategies, distribution channels, internal motivators of sales executives, and ways to increase prices without raising the price.

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    Sales and Distribution

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    The document discusses various topics related to sales and marketing including the roles of sales and marketing, steps to success in sales, sales methodologies like G.U.E.S.T and P.A.C.E.R., sales forecasting methods, sales promotion tactics, sales management strategies, customer expectations, the product life cycle, price-quality strategies, distribution channels, internal motivators of sales executives, and ways to increase prices without raising the price.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPS, PDF, TXT or read online from Scribd
    Download as pps, pdf, or txt
    48 views22 pages

    Sales and Distribution Management: Arun Kumar Davay

    Uploaded by

    Azaz Qureshi
    The document discusses various topics related to sales and marketing including the roles of sales and marketing, steps to success in sales, sales methodologies like G.U.E.S.T and P.A.C.E.R., sales forecasting methods, sales promotion tactics, sales management strategies, customer expectations, the product life cycle, price-quality strategies, distribution channels, internal motivators of sales executives, and ways to increase prices without raising the price.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPS, PDF, TXT or read online from Scribd
    Download as pps, pdf, or txt
    of 22

    Words for

    Sales Success

    “Stop…..
    Selling”

    Sales and
    Distribution
    Management

    Arun Kumar
    People Hate to be Sold But
    Love To Buy
    Marketing and Sales
    The Role of Sales
    • Front line with customers.
    • Generate orders.
    • Short- and medium-range (primary focus).
    • Identify and set up key accounts and other
    account management strategies.
    • Build one-to-one business relationships.
    The Role of Marketing
    • Creates leads for the sales team.
    • Develops messaging and brand image.
    • Short-, medium-, and long-range.
    • Informational and educational.
    10 Steps to Success in
    Sales
    1.Be a goal setter
    2.Under Promise and Over Deliver
    3.Be enthusiastic
    4.Recognize that the magic word in sales
    is "ask.“
    5.Expect no's.
    6.Schedule time wisely.
    7.Be positive in your attitude.
    8.Don’t compete – Differentiate!
    9.Be involved.
    G.U.E.S.T Methodology

    Greet The Customer!


    Understand His Needs!
    Explain Product Features!
    Suggest Alternatives!
    Thank Him!
    Sales Management

    Personal Customer
    Firm Sales
    Sales Rep
    Managers

    Value
    The Eight Roles of
    1.Selling
    The Student - Learning
    2. The Doctor – Diagnose Discontent,
    hitch
    3. The Architect – Shaping Intangible
    concepts,Values
    4. The Coach- Creating Game Plan
    5. The Therapist – Remove
    preconceived notions,fears
    6. The Negotiator – Win-Win
    7. The Teacher – Post Sales
    P.A.C.E.R

    •Process of
    •Acquiring
    •Customers and
    •Enhancing
    •Relationships
    Sales Forecasting
    Methods
    Jury Method/Executive Opinion Method
    Survey of Expert Opinion Method
    The Delphi Method
    Sales Force Composite Method
    User Expectation Method/End Use
    Method/Survey of Buyer Market Share
    Method
    Market Survey Method
    Simple Projection method
    Time Series Analysis
    Moving Averages method
    Regression Analysis
    Sales Promotion Tactics
    1. Price markdown.
    2. Premium offers.
    3. Banded packs.
    4. Free sample offer.
    5. Coupon collecting schemes
    6. Competitions.
    7. Personality promotions
    8. In-store demonstrations.
    9. Dealer Incentives
    10.Sales Force Incentives
    PROFITABLE

    OFFENSIVE

    POISE INTEGRATED
    Marketing
    Strategy
    STRATEGIC

    EFFECTIVE
    Sales Promotion Tactics (Contd)
    11.Exhibitions
    12.Packaging
    13.Character Merchandising
    14.Sponsorship
    15.Newsletter
    16.Sachetisation
    17.Online sales letters
    18.Discounts and Allowances: Quantity
    Discounts: Trade Discounts
    Cash Discounts
    Sales Response Model

    Saturation Effect

    Sales

    Adv Expenditures
    Threshold Effect
    Sales Management
    Strategies
    1. Appropriate Organization of the
    sales force.
    2. Insightful Selection of members
    of the sales team.
    3. Effective and timely Training
    initiatives.
    4. Development of Compensation
    Programs which reward desired
    performance.
    5. Creation of a culture which
    Customers’ Expectations

    Reliability Communication

    Service Quality

    Assurance Empathy

    Responsiveness
    S.No. Physical Goods Services

    1. Tangible Intangible
    2. Homogeneous Heterogeneous
    3. Product and Production,
    distribution distribution and
    separated from consumption re
    consumption simultaneous process

    4. A thing A activity
    5. Core value produced Core value produced
    in factory in buyer-seller
    interaction
    6. Customers do not Customers participate
    The Product Life Cycle

    Sales or Maturity
    Profits
    Decline

    Growth Sales curve

    Introductio Profit curve


    n

    Time
    Price Quality Strategies

    Super value High value Premium


    quality

    Good value Medium value Overcharging

    Economy False economy Rip off

    Price
    Distribution Channels: Tightly coordinated distribution channels –
    improves operating efficiency and marketing effectiveness. One
    channel member owns the franchise and has full power and
    control over others.
    Vertical marketing
    channels

    Corporate VMS Administered VMS Contractual VMS

    Wholesaler
    Retailer
    supported Voluntary Franchisee org
    co-operatives
    chains

    E.g.. Maruti, Ford, Hyundai license dealers to Manufacture


    sponsored
    sell their cars retailer franchise

    E.g.. Coca Cola License Bottlers in various


    markets Who buy its syrup concentrates and Manufacturer
    sponsored
    then carbonates – sell – retailers – local wholesaler franchise

    markets
    E.g.. McDonalds, Pizza hut
    service firm
    sponsored
    retailer franchise
    Six Core Internal Motivators of a
    Sales Executive
    1. Theoretical: Expert, Patient,
    Incisive
    2. Aesthetic: Creative, Artistic,
    Observant
    3. Social: Benevolent, Empathetic,
    Team Player
    4. Political: Competitive, Desirous,
    Passionate
    5. Structural: Honest, Systematic,
    Hardworking
    Ten ways to ‘increase’ prices
    without increasing price
    Revise the discount structure
    Change the minimum order size
    Charge for delivery and special services
    Invoice for repairs on serviced equipment
    Charge for engineering, installation
    Charge for overtime on rushed orders
    Collect interest on overdue accounts
    Produce less of the lower margin models
    in the line
    Write penalty clauses into contracts
    Change the physical characteristics of
    the product

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