Sales & Distribution Management Pdf

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You just clipped your first slide! Clipping is a handy way to collect important slides you want to go back to later. The ability to quickly develop rapport with their prospective customers. My library Help Advanced Book Search. Sticking to a consistent, proven sales process.

Determine the sales volume needed for each territory. Could the Computer and Software Help? Cooperate with other departments of the company. Successfully reported this slideshow.

Expense quotas are aimed at controlling costs of sales units. Finalize the territories, and draw the boundary lines. Are you sure you want to Yes No. Often expenses are related to sales volume or to the compensation plan.

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Introduction to Sales and Distribution Management

Be prompt in handling records, reports, correspondence, etc. Study the latest products, promotion policies and procedures.

Ask for help, when you need it. Maintain the company standing and standards with all customers.

Sales and Distribution Management - S.L. Gupta - Google Books

Sales and Distribution Management An Introduction

Stimulate and maintain enthusiasm for your products. Determine the number of territories.

Check demand and movement of products in the territory. Moving Average Moving averages are used to allow for marketplace factors changing at different rates and at different times. The habit of asking questions to gather information before making a pitch. Tonia Sims Your opinions matter! Handle complaints effectively and to the complete satisfaction of the complainants.

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All activities are based on his functions and responsibilities. Getting the best output from the sales force under him.

Sales and Distribution Management An Introduction

Delphi Method Administering a series of questionnaires to panels of experts. Show related SlideShares at end.

Sales Forecasting Quotas and Territory Management. Be alert to new sales and merchandising ideas. Improve territorial coverage.

Inform the customers about the trends in their areas. Three of the main influences on workload involve - the nature of the job, - intensity of market coverage, and - type of products sold. Maintain the appearance and goodwill expected of a territory sales manager. Industry sales forecast, or market potential, is the estimated sales for all sellers.

Sales And Distribution - Free DownloadSales and Distribution Management - S.L. Gupta - Google Books

Establish communication between management and the sales force in terms of the location and activities of individual salespeople. Time Series Projections Time series methods use chronologically ordered raw data.

Each of these steps are further described in brief. Salesman concentrates only on the prospects and not the suspects.

Inform the headquarters and your supervisors, through established channels, about changes and developments in your territory. SlideShare Explore Search You. Cut selling costs by economical routing, good use of time, planning and greater awareness of opportunity. Analyse your weak and strong points and then think about them. Suggest ideas, methods, techniques and tips that can stimulate sales.

Sales and Distribution Management S. Development of sales territories is usually the responsibility of the sales manager overseeing the larger sales units within the organization. Sales Objectives, Strategies and Tactics The main components of planning in a company are objectives, strategies and tactics. Though there are a number of books on Sales and Distribution Management by Indian authors as well, falar ler escrever portugues um curso para estrangeiros pdf these books do not present the Indian conditions in the right perspective. Introduction to Sales and Distribution Management.