sales management

1. SALES AND
DISTRIBUTION
MANAGEMENT

2. PGDM (IIM Raipur)
Bakhresa FMCG (South Africa)
Relationship Manager (HDFC Bank)
MD- Shyam Hospital
Faculty(MBA)- GLA University, Mathura
Swarit Yadav

3. Content of the course
 Marketing and Retail Environment
 Strategic decisions in Sales and Distribution
Management
 Operational Decision in Channel Management
 Operational Decision in Sales Management

4. Marketing and Retail
Environment
 Marketing: Consumer Decision Process
 Economic development and selling
environment
 Shopping environment in India
 Retail Profiling
 Retail Management Practices

6. Proctor & Gamble
 Tier I : CEO
 Tier II: Vice
President(Sales)
 Tier III: 4 regional
managers at Regional
Sales Office(RSO)
 Tier IV: Divisional
Managers heading a
group of states or a
large state
 Tier V: Unit Managers
heading
 Tier VI: Territory Sales
Officer(TSO) Heading
a part of large city or
incharge of a town
 Tier VII:
Stockists(independent
ownership)
 Tier VIII: Sales
Reperesentative(SRs)
owned by stockists

8. Bata

9. Role of sales function
 Sales and distribution department
 Channel management(Distributors)
 Sales management(Own company personnel)

10. Overview of Sales and Distribution
management
 4 Ps of marketing
 Product
 Price
 Place(Sales Function)
 Promotion(Sales Function)
 Selling strategy
 Role of Sales Force
 Role of Advertising
 Role of Channel