Sales & Distribution

Management
~ Recap
 S&D Mgmt - Recap

• Why Sales & Distribution go together

• Sales and then Distribution – Role Play
• Importance of Sales – Generates Revenue
• Concept of Marketing Mix – 4Ps
• Role and Challenges of sales
• Concept of Market Share & Shop Share
• Difference between Marketing & Sales
• Concept of Personal Selling
• Concept of Distributive Selling
 S&D Mgmt - Recap

• Sales Structure – Supply chain (Prod. Pt to Cons. Pt)

• Sales documents – Primary, Secondary, Tertiary
• Sales Operations – organization, category
• Role of Front Line Sales Person (FLSP)
• Role of Sales Management (FLSM/ MLSM)
• Qualitative
• Quantitive - Coverage, PJP, Classification, Calls/Day

• Field Working Routine

• Effective Sales Call – Opening to Closing
• Effective Sales Call – Closing Sales; Closing a Call
 S&D Mgmt - Recap

• Sales Planning – Sales; Budgeting; Delegating; Motivating

• Sales Forecasting & Rolling Forecast
• Sales Target – Importance; ‘SMART’
• Sales Training – proactive utilization of budget
• Competition Tracking – distributed/ absolute sample
• Merchandizing & Visibility – Concept of ‘OTS’
• Effective Journey Cycle Meeting
• Sales Force Evaluation
• Territory Management
 S&D Mgmt - Recap
• Why is Distribution important
• Channel Distribution System vertical/horizontal/multi-chnl
• Distribution Management
• Logistics
• Warehousing
• Order processing, Loading & Transportation
• Effective deployment of manpower

• Distribution type
• Retail
• WS
• Hub stores – e-commerce
• Truck jabbers
 S&D Mgmt - Recap

• Channel Partner – Distributor/ Stockiest/ RDS/ Dealer

• Profile of a Distributor
• Role of a Distributor
• Expectations of a Distributor
• Visiting a Distributor
• Distribution Conflicts – Channel Conflicts
• Handholding a Distributor
• Filing & Documentation
 S&D Mgmt - Recap
• Distribution Coverage
• Mapping Market/ Town
• Establishing coverage logistics
• Identifying viability

• Distribution Coverage – Existing

• Infrastructure
• Retail
• Key Accounts

• Distribution Expansion
• Current coverage
• Potential markets
 S&D Mgmt - Recap
• Channel Partner – Retail Interface
• Goods & Services Tax (GST)
• Concept of Tax & Duty & Direct/ Indirect Tax
• Impact of GST in Sales & Distribution
• Concept of ‘Supply’, ‘Consideration’ & ‘Furtherance of Business’
• Understanding & implementation of – CGST/ SGST/ IGST
• Concept & Working of ‘Input Tax Credit’ in Sales & Distribution

• Financial Returns - ROI

• Concept of ROI
• ROI in Sales & Distribution – case analysis (FLSP/ FLSM/ MLSM)
• Expense & Investment Conflicts
• Leveraging ROI in Sales & Distribution
 S&D Management
It is a process to ensure
‘Availability’ & ‘Reach’,
thru ‘Range’ & ‘Depth’,
erecting barriers of ‘Entry’ & ‘Exit’,
ensuring “Shop-Share”
is greater than “Market-Share”,
driving ‘Revenue’.
 Distributor’s View:
Maximizing profit, Optimizing sales

Company’s View:
Maximizing Sales, Optimizing profit
 Process

Sales
&
Distribution
Market People
WISHING YOU ALL

THE BEST
~ Tapas Chakraborty