Sales management 10

1. SALES AND
DISTRIBUTION
MANAGEMENT
Swarit Yadav

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

3. Distribution Channel
 Introduction
 Importance
 Types
 Functions
 Design of channels
 Overview of channel management decisions
 Channel conflict and resolution

4. Role of an Intermediary

5. Role of distribution channels

6. Distribution channels for Consumer
Products

7. Distribution channels for Industrial
Products

8. Distribution channels for Consumer
Durables

9. Distribution channels for
Pharmaceuticals Products

10. Distribution channels for Process
Products

11. Distribution channels for chemicals
and fertilizer Products

12. Distribution channels for
Automotive and Engineering

13. Distribution channels for
Service

14. Distribution channels for Cellular
Services

15. Distribution channels for IT
Hardware

16. Distribution channels for IT
Software/Service and Management
Consulting

17. Sales and distribution working together
Sharing responsibility

19. Designing the channel system
 What activities are the
channel member
required to perform?
 Which of these
activities will be
performed by which
member?
 How the
accomplishment of
these activities will
enhance customer
satisfaction level?
 How many channel
members are required
for each category?
 Clearly defined roles
and responsibility of the
channel members or
not?
 Clearly mentioned
document of the
compensation package
to the channel
member?
 Compensation package
have to be fair
 When and how the
performance of the
channel member is
going to be judged?

20. Designing the channel system
 Variables which affect the
channel structure
 Market related
 Product related
 Company related
 Environment related
 Stages in channel planning
 Segmentation stage
 Example:- Pharmaceutical
company
 Doctor, medical store and
hospital
 Positioning stage
 Number and types of
intermediary is decided
 Focus stage
 Segment need to be
addressed
 Developing the right channel
alternative
 Study model of existing
company
 Example: Banks want rural
kirana stores
 Defining the customer needs
 Lot size
 Waiting time
 Choice to the customer
 Place utility
 Service support
 Defining channel objectives

21. Channel conflict

22. Example of channel conflict

23. Channel conflict examples