Sales and distribution management pdf free download

This article has multiple issues. Unsourced material may be challenged and removed. A person or organization expressing an interest in acquiring the offered item of value is referred to as a potential sales and distribution management pdf free download, prospective customer or prospect.

Buying and selling are understood to be two sides of the same “coin” or transaction. Both seller and buyer engage in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of selling, and buying, involve getting acquainted, assessing each party’s need for the other’s item of value, and determining if the values to be exchanged are equivalent or nearly so, or, in buyer’s terms, “worth the price”. Sometimes, sellers have to use their own experiences when selling products with appropriate discounts.

Recently, attempts have been made to clearly understand who is in the sales profession, and who is not. Two common terms used to describe a salesperson are “Farmer” and “Hunter”. The reality is that most professional sales people have a little of both. A hunter is often associated with aggressive personalities who use aggressive sales technique. In terms of sales methodology a hunter refers to a person whose focus is on bringing in and closing deals. This process is called “sales capturing”.

An example is a commodity sale such as a long distance sales person, shoe sales person and to a degree a car sales person. Their job is to find and convert buyers. A sales farmer is someone who creates sales demand by activities that directly influence and alter the buying process. Many believe that the focus of selling is on the human agents involved in the exchange between buyer and seller. The holistic business system required to effectively develop, manage, enable, and execute a mutually beneficial, interpersonal exchange of goods or services for equitable value. Team selling is “a group of people representing the sales department and other functional areas in the firm, such as finance, production, and research and development”. TQM occurs when companies work to improve their customer satisfaction by constantly improving all of their operations.

A marketing department in an organization has the goals of increasing the desirability and value to the customer and increasing the number and engagement of interactions between potential customers and the organization. Social values also play a major role in consumer decision processes. Marketing is the whole of the work on persuation made for the whole of the target people. The larger system includes many functional areas within an organization. Many large corporations structure their marketing departments so they are directly integrated with all lines of business. They create multiple teams with a singular focus and the managers of these teams must coordinate efforts in order to drive profits and business success. For example, an “inbound” focused campaign seeks to drive more customers “through the door”, giving the sales department a better chance of selling their product to the consumer.

A good marketing program would address any potential downsides as well. As Sales is the forefront of any organization, this would always need to take place before any other business process may begin. Sales management would break down the selling process and then increase the effectiveness of the discrete processes as well as the interaction between processes. For example, in many out-bound sales environments, the typical process includes out-bound calling, the sales pitch, handling objections, opportunity identification, and the close. Each step of the process has sales-related issues, skills, and training needs, as well as marketing solutions to improve each discrete step, as well as the whole process. In many cases becoming a salesperson is a default career as not many people aspire to be a salesman but rather fall into the job due to circumstances.

It can be highly rewarding as you receive remuneration in the form of a salary and also commission. One further common complication of marketing involves the inability to measure results for a great deal of marketing initiatives. Many companies find it challenging to get marketing and sales on the same page. The two departments, although different in nature, handle very similar concepts and have to work together for sales to be successful. The idea that marketing can potentially eliminate the need for sales people depends entirely on context.