The document discusses sales and distribution management. It covers topics such as the role of modern sales managers in strategic planning, team leadership, and monitoring company policies. Personal selling involves face-to-face interactions between sellers and customers to provide service, sell products, and achieve sales targets. Distribution management refers to efficiently moving goods from manufacturers to consumers. Channels of distribution can be direct from producers to customers, or indirect through intermediaries like wholesalers and retailers.

1. Sales and Distribution
Management
• Presented By: Sunil Kumar
• Department of Pharmaceutical Management
• NIPER, Hyderabad

2. Sales and Distribution
Management
 Sales management is the attainment of sales force goals
in an effective and efficient manner through planning,
staffing, training and controlling organizational
resources
 Sales managers are responsible for generating sales,
profits and customer satisfaction levels that meet
corporate objectives

3. Role of Modern Sales
Manager Playing a strategic role in the company such as sales forecasting,
sales force management.
 Working as a team leader with the salespeople to achieve
objectives or goals of sales and profits.
 Managing multiple sales channels such as company’s sales force,
electronic marketing and telemarketing.
 Monitoring the company’s sales policy
 Setting and controlling the targets, territories, sales
experiences, distribution expenses etc.

4. Function of Sales Management

5. Emerging Trends in
Sales Management
• Global perspective
• Customer relationship management
• Revolutionary in technology
• Salesforce diversity
• Team selling approach
• Managing multi-channels
• Ethical and Social Issues

6. Personal Selling
• Personal selling is an oral presentation in face to face
conversation with one or more prospective customers for the
purpose of making sales. The main functions of personal selling
are as follows:
1 Provide service to customers
2 To sell the product
3 Maintain the sales record
4 Executive Function
5 Develop goodwill
6 Achieve sales target

7. Relationship of Salesmanship with Sales
Management and personal Selling
1 The ability to quickly develop rapport with their prospective
customers.
2 A desire to truly help their customers.
3 The habit of asking questions to gather information before making
a pitch.
4 Sticking to a consistent, proven sales process.
5 A never ending desire to learn more about how to sell more
effectively.

9. Distribution Management
The management of the efficient transfer of goods from the place
of manufacture to the point of sale or consumption. Distribution
management includes such activities as warehousing, materials
handling, packaging, stock control, order processing, and
transportation.

10. The Channels of Distribution
It is the obligation of the producer to make goods available at right
place, at right time ,right price and in right quantity. The process of
making goods available to the consumer needs effective channel of
distribution. Therefore, the path taken by the goods in its movement
is termed as channel of distribution. The channel of distribution may
be classified as:
A) Selling through direct channels
B) Selling through indirect channels

11. A) Selling through direct channels
This is the oldest, shorter and the simple channel of distribution.
The producer sells the product directly without involvement of any
middle man. The sale can be made door to door through salesman,
retail stores and direct mail.
Advantage of selling through direct channels
It is simple and fast.
It is economical.
Disadvantages of selling through direct channels
Non-availability of expert services of middle man.
Large investment is required.

12. B) Selling through indirect channel
According to this method of indirect selling, product is passed on to the
customers through intermediaries, known as wholesalers, retailers and
agents. These channels may be as under:
1. Producers -> Wholesalers -> Retailers -> Customer Two level
Channel: It is also known as traditional or normal channel of distribution.
The common practice is that the manufacturer sells goods in large quantity
to wholesalers, who sell goods to retailers in small quantity. Finally goods
are sold to customers in pieces.
2. Producer -> Agent -> Retailer -> Consumer or Two level Channel:
The common practice in this two level channel is that the goods are sold to
the agent in bulk. The agent sells goods to retailer, who sells goods to
customers in pieces. This channel is suitable where the retailers are few and
geographically centered. This channel is commonly used in textile,
machinery, equipment and agricultural products.

13. Cont..
• 3. Producer -> Agent -> Wholesaler -> Retailer -> Customer
or Three level Channel: The common practice in this three
level channel is that goods are sold by the producer to the agent,
who sells it to the wholesaler, who sells to the retailers who
finally sells goods to customers. This is the longest channel of
distribution. This practice is useful, when the producer wants to
the relieved of the problem of distribution. This channel is
popularly used in textile.
• 4 Producer -> Retailer -> Customer or One level Channel:
Under this channel the producer sells goods to retailers, who sell
the goods to customers. This channel is popular with the
departmental stores, chain stores and supermarkets etc., because
these are large scale retailers.

15. References
• Krishna K Havaldar , Vasant M Cavale “Sales and Distribution
Management” Second Edition Published By The Tata Mcgraw Hill
Education Private Limited Page No.6-17
• Richard R.Still, Edward W.Cundiff,Norman A.P Gavoni “Sales
Management” Fifth Edition Published By Dorling Kindersley India
Private Limited Page No.3-23