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MARKETING MANAGEMNET SESSION
This document discusses managing sales forces and distribution channels. It addresses planning, organizing, motivating and reviewing sales force operations. Key challenges include changing demographics, technology, and the need for better training. The role of the sales manager is described as a futurist, strategist, and leader. Functions include planning, analysis, setting objectives and strategies, and implementation. The document also covers organizing sales forces based on products, territories or customers. Motivating the sales force through monetary and non-monetary means is discussed. Managing distribution in India is complex due to its large population across many towns, villages and varied infrastructure. The roles of intermediaries and various channel members are outlined. Different types of channels and decisions around market characteristics
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- 2. Sales Management 25 April , 2012
- 3. • Managing theSales Force
- 4. • Selling vs •Managing the sales force
- 5. • Effective Salesman •Vs Effective Sales Manager
- 6. Managing Sales Force • Planning sales force operations • Organizing sales force opeartions • Directing • Motivating • Reviewing •
- 7. Challenges • Changing demographics • More oppurtunities • Challenge of technology • Better training
- 8. Role of salesmanager • Futurist • Strategist • CIO • Leader of people
- 9. Functions of SalesManager • Sales managment planning • Analysis : Relative market share , BCG / GE screen • Sales Objectives • Sales strategies • Tactical decsions • Implementation
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- 11. Review / Feedback/ Control • Sales Budgets • Manpower planning
- 12. Organising • Product based • Territory based • Customer / segment based • Matrix
- 13. Sales Force Motivation •Monetary • Non Monetory • R&R
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- 15. • ROTI =GROSS MARGIN / COST OF SALE
- 16. Project work • Howdoes the role of the Area Sales manager differ in the following industry : – FMCG ..HLL/P&G/ITC – CDIT/ N Durable …Samsung / LG / Godrej – Service : Vodafone , Jet Airways
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- 18. TOM what comesto your mind
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- 20. India • 1.3 Billion population • Towns + Cities : 3700 • Villages : 630000 • Road length : 3.5 Million Kms • Rail length : 65000 kms • Telecom connection : 900 million plus • Retail Outlets : 7.5 Million
- 21. • Traditional /un organized • Modern / organized
- 22. Role of Intermederies • Availability • Information • Price stability • Promotion • Financing • Title
- 23. Channel members • Distribution • Supply chain • Suppliers of inputs • Transport • Losgitics • IT/ Telecom / Support • Banks etc
- 24. • Channel members: viewed as a set of interdependent organisations involved in the process of making a product or service available for use or consumption ..
- 25. Types • Merchant • Agents •Facilitators
- 26. Channel Level • Zerolevel = direct marketing • On line
- 27. Distribution • Length • Width •Hub & Spoke
- 28. Factors • Size ofmarket • Order lot size • Product variety
- 29. Distributions Decsions • Market Characteristics • Company Characteristics • Product Charecteristics • Intensity of competition
- 30. Impact of Internet •Death of distance • Time barrier collapse • Irrelevance of location • Can increase customization • Customer care
- 31. Types • Intensive : FMCG • Extensive : CSD • Selective : MENS SUITS , AUTOMOBILE • Exclusive : ROLLS ROYCE , ROLEX , LLARDO .
- 32. Commercial policy • Price policy • Payment terms • Returns policy • Territorial rights • Mutual services
- 33. • Evolution ofchannels • Channel BCG
- 34. VMS • Corporate VMS •Administered VMS • Contractual • HOROZONTAL MS / symbiotic
- 35. Channel Evaluation &Control • Sales Performance • Sales Revenue • Invt turnover ratio • Growth • Servicing • Delivery standards • Technical service • Technical advise
- 36. • Policy • Returns / defectives / warranties • Promotional • Bill payment • Return / rebooking • Reporting • Warehousing • Business planning
- 37. Dealer Evaluation checklist •Marketing • Financial • Admin
- 38. Channel conflict • Verticallevel • Horizontal • Multi channel
- 39. Logistics • Forecasting Demand • Physical distribution • ROI • Costs
- 40. Factors • Costs • Dependability • Transit loss • Reach of the mode • Speed
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- 45. • New channels • Tele shopping • Internet • Mobile • Tele shopping • MLM
- 46. Project work • ONMOBILITY…new category ..
- 47. Delivery • Sales &Distribution strategy • Marketing Strategy
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