This document discusses key concepts in sales and distribution management. It covers topics like personal selling, sales promotion, distribution channels, managing channel conflicts, logistics management, supply chain management, the evolution of sales concepts, and sales management objectives. Various sales positions and responsibilities are also outlined. Modern trends in sales like relationship selling, global presence, and team-based approaches are additionally touched on.

1. BBA: VIII Semester
“Aryan School of Management”

2.  Concept of sales and distribution management,
 Personal selling and sales promotion,
 Distribution management,
 Channel institutions,
 Managing channel conflicts,
 Elements of market logistic management and
supply chain management,
 Evolution of the sales concept,
 Nature and importance of sales management,
 Objectives of sales management,
 Relationship between sales and marketing,
 Varying sales responsibilities/ sales positions.
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3. Sales:
 A sale is a transaction between two parties
where the buyer receives goods (tangible or
intangible), services and/or assets in
exchange for money.
 sales (plural only) is activity related to
selling or the amount of goods or services
sold in a given time period.
 Sellers and Buyers involvement.
 Traditional and Modern sales mechanism.
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4. Nepalese people make garland for sale in
Thamel market Online shopping in Nepal
 Thamel.com
 Hamrobazzar.com
 Muncha.com
 Bhatbhateni.com
 Kaymu.com
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5. Distribution:
Marketing activities targeted at moving products from
place of production to place of consumption.
Distribution Management:
Distribution management is a systematic decision
making process regarding the physical movement of
goods or services from producers to consumers and
transfer of ownership from former to the later.
“Other half of marketing” The concept of distribution
management includes two major components.
1. Marketing channels/ Distribution Channel
2. Physical distribution:
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6. Personal Selling
 A method of selling directly to consumers and users
through personal communication.
 Involves two way, personal communication between
salespeople and individual customers whether;
face to face,
by telephone,
through video conferencing,
or by other means.
Characteristics: Flexibility, Build relationships
Short term goal: make a sale
Long term goal: build a relationships
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8. Sales promotion refers to activities of non-
recurrent nature that are used to reinforce
personal selling and advertising for stimulating
consumer purchasing and dealer effectiveness.
 It act as the connecting link between advertising
and salesmanship.
Objectives:
a) To attract new buyers
b) To introduce new product
c) To educate customers on product improvement
d) To obtain better product displays in retail
stores
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9. Channel:
Marketing channels are defined as the internal (own sales
force) or external (all kind of channel partners)
contractual (some kind of a contract or agreement)
organization that management operates to achieve its
distribution objectives ( reaching the product or service to
the consumers/end-users/customers)
Channel Institutions
1. Retailing:
All activities involved in selling goods or services directly
to final consumers for their personal non business use.
2 Wholesaling:
All activities involved in selling goods and services to
those buying for resale or business use
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10. Channel Conflicts:
Channel conflict is a situation of discord or
disagreement between channel members
from the same marketing channel system.
Conflicts always has negative connotations
and is driven more by feelings than facts.
Example; Conflicts due to Difference arising
out of ; Understanding of objectives,
Customer service goals, Product Focus,
Perception, Compensation or margin etc.
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11.  Understanding the nature and impact of
conflict
 Tracing the source of the conflict
 Understanding the impact of the conflict
 Strategy and plan of action for resolution
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12.  Logistics:
It means having the right thing at the right
place at the right time.
 Logistics management:
Plans, implements and controls materials and
information flows within the company.
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13. Supply chain management
 The process of planning, implementing,
controlling the efficient, cost effective flow
and storage of raw materials, finished goods
and related information from the point of
origin to the point of consumption for the
purpose of conforming to customer
requirements.
 It shows the linkages among the supplier,
customer and manufacturer.
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15.  Evolution of Sales Concept;
 Situation before industrial revolution in UK
(1760AD)
 Situation after industrial revolution in UK and
USA
 Marketing functions splits into sales and
other functions like marketing research,
marketing logistics (or physical distribution)
and advertising.
 Small scale manufacturers to Large scale
manufacturers.
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16. Head
Marketing
Manager-
Promotion
Manager-
Marketing
Research
Manager
- Sales
Manager-
Market
Logistics
Manager –
Customer
Service
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17. a) Integration with marketing management,
b) Relationship selling and
c) Varying sales responsibilities
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18. Head
Marketing
Manager-
Promotion
Manager-
Marketing
Research
Manager
- Sales
Manager-
Market
Logistics
Manager –
Customer
Service
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19. Transactional
Relationship
Selling
Value Added
Relationship
Selling
Collaborative
Partnering
Relationship
Selling
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20.  Selling includes a variety of sales jobs, which
are different from one another. No two sales
position are similar.
 The term sales representative would be used
frequently, and has the same meaning as
salesman or salesperson.
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21.  The only function/department in a company
that generates revenue or income.
 The financial results of a firm depends on the
performance of the sales department /
management.
 Many sales people are among the best paid
people in business.
 It is one of the fastest and surest routes to
the top management.
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22.  Playing a strategic role
 Working as a member of
the corporate team
 Working as a team
leader
 Managing multiple sales
channels
 Using latest
technologies
 Continually updating
information
 People skills
 Managing skills
 Technical skills
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23. Sales management necessitates several
objectives which are executed by sales
manager. There are three such main
objectives exist in the operational part of
the organization.
1. Sales volume
2. Contribution of Profit
3. Continuous Growth
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25.  Marketing and sales are very different but have
the same goal.
 Marketing involves the selling environment and
plays a very important role in sales.
 The marketing departments goal is to increase
the number of interactions between potential
customers and company, which includes the sales
team using promotional techniques such as
advertising, sales promotion, publicity and
public relations, creating new sales channels or
creating new sales products ( new product
development), among other things.
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26.  Global Presence
 Innovative Technology
 Better Customer Relationship Management
 Diversity among sales force
 Team Based Selling Approach
 Multi Channel Operations
 Ethical and Social issues
 Professionalism within sales force
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27. 1. Response selling
2. Sales support
3. Technical sales support
4. Demand creator or business developer
5. Solution vendor
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