The document discusses the organization of enterprises and distribution channels. It explains that enterprises establish organizational structures with defined roles, responsibilities, and hierarchies in order to coordinate activities and ensure all tasks are completed. It also describes different types of organizational structures including line, line-and-staff, and functional structures. Additionally, it outlines the role of distribution channels in connecting producers and final consumers and different strategies for coordinating relationships with distributors.
Retail Management Notes, Basics of Retail Management, Classification of Retailers, Types of Retailers, Scope of Retailing, Functions of Retailers, Role of Retailers in Distribution Channel, Indian retailscape, organized and Unorganized Retailers,
Difference between selling concept and marketing conceptRohan Byanjankar
Presentation of Marketing
Differences Between
Selling Concept and Marketing Concept
Selling Concept
If customers are left to themselves, they will not make the effort to buy a company’s product.
Mere sales oriented regardless of consumer want, need and value,
Primary agenda is to earn profit through larger sales volume.
Factory or Product is the initiative point of Selling Concept.
Selling of product through persuasion or different means of selling though the product have detrimental effect,
It focuses on short term as intensive focus on pushing product to the market and clearing the market as soon as possible.
Marketing Concept
Marketing concept is the management process of identifying the need of target customer , and delivering product,
Customer oriented and fosters on customer value,
Primary agenda is to earn profit through Customer Satisfaction
The loyalty of consumer is the ultimate source of profit (focus on creating hard-core loyal customer such as Apple Inc.)
Identification of need of Target market is the initial phase,
Creates wants satisfying goods and services which the consumers will want to buy.
What is offered for sale is determined not by the seller but by the buyers.
Product is the resultant of market research
Differences Between
Selling Concept
Process of selling starts with the creation of product, and pushing it to market through aggressive selling.
Marketing Concept
Process of marketing starts with the identification of customer need, creation of product based on market research, and delivering product in such as way that satisfies consumer need
...............
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Retail Management Notes, Basics of Retail Management, Classification of Retailers, Types of Retailers, Scope of Retailing, Functions of Retailers, Role of Retailers in Distribution Channel, Indian retailscape, organized and Unorganized Retailers,
Difference between selling concept and marketing conceptRohan Byanjankar
Presentation of Marketing
Differences Between
Selling Concept and Marketing Concept
Selling Concept
If customers are left to themselves, they will not make the effort to buy a company’s product.
Mere sales oriented regardless of consumer want, need and value,
Primary agenda is to earn profit through larger sales volume.
Factory or Product is the initiative point of Selling Concept.
Selling of product through persuasion or different means of selling though the product have detrimental effect,
It focuses on short term as intensive focus on pushing product to the market and clearing the market as soon as possible.
Marketing Concept
Marketing concept is the management process of identifying the need of target customer , and delivering product,
Customer oriented and fosters on customer value,
Primary agenda is to earn profit through Customer Satisfaction
The loyalty of consumer is the ultimate source of profit (focus on creating hard-core loyal customer such as Apple Inc.)
Identification of need of Target market is the initial phase,
Creates wants satisfying goods and services which the consumers will want to buy.
What is offered for sale is determined not by the seller but by the buyers.
Product is the resultant of market research
Differences Between
Selling Concept
Process of selling starts with the creation of product, and pushing it to market through aggressive selling.
Marketing Concept
Process of marketing starts with the identification of customer need, creation of product based on market research, and delivering product in such as way that satisfies consumer need
...............
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
Organized by Jacob Fleming Conferences, the international conference on Insurance Strategy and Channel Distribution Excellence Forum - Efficiency and Optimization the Next Frontier was held in Vienna, on September 17th and 18th, presenting the works of representatives of the insurance companies throughout Europe which refer to challenges in insurance sales channels.
Among participants of this renowned conference was Margerita Bošković-Ibrahimpašić, Dunav Insurance Distribution Sales Channels Department Manager, who presented herself in Vienna with the paper STRATEGY OF EFFICIENT DISTRIBUTION FOR INCREASING SALE AND PRODUCTIVITY.
The route to an effective sales organisationmsavinson
The route to a successful sales organisation:
1. Successful organizations manage costs AND drive revenues.
a. Sales people have to be ever more effective, selling more with the same resources.
b. Recognise that the customer makes the decision to buy - the sales person facilitates the buying process.
c. Appropriate propositions to sell….supporting the strategy
2. Selling is a conversation between 2 people/organizations
a. Uncover issues that people are prepared to invest money in to solve
b. Confirm that you have a potential solution
c. Convince the customer that your solution is best
d. Agree what needs to happen for them to buy
e. Remember:
i. Simple and effective communications between the 2 parties
ii. Talking without listening is not a conversation
Customers pay to have someone solve their problem.
Clients do not care about your sales methodology. They care about having their issues addressed.
Sales methodologies should not complicate selling. They are there to help manage the sales process.
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Managers who coach; Processes that work, and;
Messages that add value
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Reverse Pharmacology.
Model Attribute Check Company Auto PropertyCeline George
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How to Create Map Views in the Odoo 17 ERPCeline George
The map views are useful for providing a geographical representation of data. They allow users to visualize and analyze the data in a more intuitive manner.
The Roman Empire A Historical Colossus.pdfkaushalkr1407
The Roman Empire, a vast and enduring power, stands as one of history's most remarkable civilizations, leaving an indelible imprint on the world. It emerged from the Roman Republic, transitioning into an imperial powerhouse under the leadership of Augustus Caesar in 27 BCE. This transformation marked the beginning of an era defined by unprecedented territorial expansion, architectural marvels, and profound cultural influence.
The empire's roots lie in the city of Rome, founded, according to legend, by Romulus in 753 BCE. Over centuries, Rome evolved from a small settlement to a formidable republic, characterized by a complex political system with elected officials and checks on power. However, internal strife, class conflicts, and military ambitions paved the way for the end of the Republic. Julius Caesar’s dictatorship and subsequent assassination in 44 BCE created a power vacuum, leading to a civil war. Octavian, later Augustus, emerged victorious, heralding the Roman Empire’s birth.
Under Augustus, the empire experienced the Pax Romana, a 200-year period of relative peace and stability. Augustus reformed the military, established efficient administrative systems, and initiated grand construction projects. The empire's borders expanded, encompassing territories from Britain to Egypt and from Spain to the Euphrates. Roman legions, renowned for their discipline and engineering prowess, secured and maintained these vast territories, building roads, fortifications, and cities that facilitated control and integration.
The Roman Empire’s society was hierarchical, with a rigid class system. At the top were the patricians, wealthy elites who held significant political power. Below them were the plebeians, free citizens with limited political influence, and the vast numbers of slaves who formed the backbone of the economy. The family unit was central, governed by the paterfamilias, the male head who held absolute authority.
Culturally, the Romans were eclectic, absorbing and adapting elements from the civilizations they encountered, particularly the Greeks. Roman art, literature, and philosophy reflected this synthesis, creating a rich cultural tapestry. Latin, the Roman language, became the lingua franca of the Western world, influencing numerous modern languages.
Roman architecture and engineering achievements were monumental. They perfected the arch, vault, and dome, constructing enduring structures like the Colosseum, Pantheon, and aqueducts. These engineering marvels not only showcased Roman ingenuity but also served practical purposes, from public entertainment to water supply.
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Welcome to TechSoup New Member Orientation and Q&A (May 2024).pdfTechSoup
In this webinar you will learn how your organization can access TechSoup's wide variety of product discount and donation programs. From hardware to software, we'll give you a tour of the tools available to help your nonprofit with productivity, collaboration, financial management, donor tracking, security, and more.
2. With various tasks required to be performed
the enterprise had to create a structure to
ensure that work is done.
Principles of structure:
authority, responsibility, performance, suppo
rt/co-ordinate.
3. Concept of organization:
Group of individuals working jointly to
achieve a defined goal and bearing formal
and informal relations with one another. An
organization is oriented towards and a co-
operative endeavor and a structure of human
relationships.
4. Eliminate waste of effort
Minimize friction
Maximize co-operation
Permit development of specialists
Ensure that all activities get done
Achieve co-ordination/balance
Define authority
Fix responsibility
5. Defining the objectives.
Delineating the necessary activities.
Grouping activities into “jobs” or “positions”.
Assigning personnel to positions.
Providing for coordination and control.
6. Line organization: line managers perform sales
and sales management activities.
Line and staff organization: Staff managers
have advisory or support responsibility.
e.g.Market research manager, Training
manager.They are not directly responsible for
achieving sales targets.
Functional organization: focus is on the
principle of specialization. Each specialist has a
functional responsibility and are permitted to
direct and control the salesperson thru their
immediate superior.
7. Horizontal structure.
Specialized structure:
Geographical;
Product;
Market or customer;
Combination of specialized structures.
8. Clear authority & Responsibility
Quick response & Decision, Low Cost
Weak on marketing inputs
Sales manager controlled
Area Sales Mgr Area Sales Mgr Area Sales Mgr Area Sales Mgr
Sales Force Sales Force Sales Force Sales Force
Sales Manager
Head –Marketing
Sales Manager
Head –Marketing
Area Sales Mgr
Sales Manager
Head –Marketing
9. General Sales
Manager
Marketing Research
Manager
Advertising
manager
Vice-President
in charge of
Marketing
President
Sales
Promotion
Manager
Director to
dealer &
Distributor
Relations
Assistant
to General
Sales
Manager
Assistant
General
Sales
Manager
Sales
personnel
directing
Director
of sales
training
District Sales Manager
Branch Sales Manager
Sales Personnel
(400)
11. 11
Research & Design team
Customer Research
Product / Service design
Operations team
Production
QA
Engineering Systems
Customer Support team
Service
Training
Information
Customer Satisfaction
Ateams
Sales & Marketing
Pricing & Promotion
Channels
Logistics
Planning Team
Strategy
Finance
HR
12. Final buyer relations
Industry relations
Government relations
Educational relations
Press relations
13. It is the system of intermediaries between the
producer of goods and/or services and the final
users.
Distributive outlets are customers for the
products, and collectively they bear the
responsibility for making the “payoff” sales to
final buyers.
The distributive outlets handling the product, or
assisting in its sales, are extensions of the
manufacturer’s sales organisation.
-------- Seller ------ --Distribution Function--- --Buyer--
Supplier >> Manufacturer >> Distributor >> Retailer >> Customer
14. Building distributive network loyalty to the
manufacturer.
Appraisal of the manufacturer’s policies and their
implementation.
Analysis of communication system
Stimulating distribution outlets to greater selling
efforts
Changing policies
Sharing promotional risk with dealers
Using forcing methods
Incentives to the distributive outlets
Incentives to the distributive outlets’ sales
personnel
Incentives to ultimate consumers.
15. Dealer training programs
Assistance in sales force management
Advise and assistance in general management
problems
Shelf-allocation programs(self service)
Missionary sales personnel(a manufacturer's
representative)
Identifying source of supply at final buyer
level.
Local advertising
Point of purchase identification(retail store)
16. What do they co-ordinate ?
Co-ordinate different order getting methods
Cross objectives of different channels
Co ordinate with other Marketing activities
Co ordinate personal Selling with Advertising and
Sales Promotion
Sales to capitalize on Advertising
How do they co ordinate ?
• Co ordination by participate method
Advertising and Sales promotion an arial support.
What done best by Personal Selling and Advertising is
decided
17. Create middlemen (dealers)
Persuade them to stock
Create market pull for them to stock
Co ordinate between company and dealer for
Promotional work
Establish dealer identity among end users
Protect the interest of the company and the
dealer
Share promotional Cost and Risk with dealer