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Sales and Distribution Management
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Sales and Distribution Management
Entrepreneurship Development
Entrepreneurship
Motivation – An Important Factor
Why is Motivation Required?
What Motivates an Entrepreneur?
Results of Motivation
Enterprise and Society
Entrepreneurial Achievement
Why Start a Business?
How to Start a Business?
Qualities of an Enterpreneur
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Sales and Distribution Management
SDM — INTRODUCTION
Skills of a Sales Executive
Importance of Sales Management
Objective of Sales Management
SDM — SALES MANAGEMENT STEPS
Set Objective
Develop Sales Strategy
Develop Tactics
SDM — PROCESS
Planning
Staffing
Training
Leading
Controlling
Performance
SDM — SALES METHODS
Electronic Sales
Request for Proposal
SDM — TECHNIQUES OF SALES
Conceptual Selling
Sales Negotiation
Sales Negotiation Strategies
Negotiation Outcomes
Reverse Selling
Take away
Sales Outsourcing
Advantages of Sales Outsourcing
SDM — SALES ORGANIZATION
Characteristics of a Sales Organization
Significance of Sales Organization
Types of Sales Organization
Functional Type
Product Type
Consumer Specialization Type
Area Type
SDM — SALES QUOTA
Objectives
Types of Sales Quota
Methods for Setting Sales Quota
SDM — SALES TERRITORY
Reasons for Establishing Territories
Procedure for Designing
Select Control Point
Making an Account Analysis
Developing a Salesperson Workload Analysis
Combining Geographical Control Units into Sales Territories
Territory Shape
Assigning Sales Personnel to Territories
SDM — PERSONAL SELLING
Objectives of Personal Selling
Relevant Situation for Personal Selling
Diversity of Selling Situation
SDM — STEPS IN PERSONAL SELLING
Prospecting
Train/Educate the Prospects
Preparation for the Sale of Product
Presentation
Handling Objections
Closing the Sale
Follow-up
SDM — SALES MANAGEMENT BUDGET
Objective of Sales Budgeting
Methods of Sales Budgeting
Preparation of Sales Budget
Communicating Overall Objectives
Selling the Sales Budget to Top Management
SDM — MARKETING CHANNEL
Wholesale
Retail
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