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Chapter 1, introduction to sales and distribution management. After studying this chapter you will be able: To understand evolution, nature and importance of sales management; to know role and skills of modern sales managers; to understand types of sales managers; to learn objectives, strategies and tactics of sales management; | Chapter 1 Introduction to Sales and Distribution Management Learning Objectives To understand evolution, nature and importance of sales management To know role and skills of modern sales managers To understand types of sales managers To learn objectives, strategies and tactics of sales management To know emerging trends in sales management To understand linkage between sales and distribution management Evolution, Nature and Importance of Sales Management Evolution of Sales Management Situation before industrial revolution in U.K. (1760AD) Situation after industrial revolutions in U.K., and U.S.A. Marketing function splits into sales and other functions like market research, advertising, physical distribution What is Sales Management? One definition: “The management of the personal selling part of a company’s marketing function.” Another definition: “The process of planning, directing, and controlling of personal selling, including recruiting, selecting, equipping, assigning, . | Chapter 1 Introduction to Sales and Distribution Management Learning Objectives To understand evolution, nature and importance of sales management To know role and skills of modern sales managers To understand types of sales managers To learn objectives, strategies and tactics of sales management To know emerging trends in sales management To understand linkage between sales and distribution management Evolution, Nature and Importance of Sales Management Evolution of Sales Management Situation before industrial revolution in U.K. (1760AD) Situation after industrial revolutions in U.K., and U.S.A. Marketing function splits into sales and other functions like market research, advertising, physical distribution What is Sales Management? One definition: “The management of the personal selling part of a company’s marketing function.” Another definition: “The process of planning, directing, and controlling of personal selling, including recruiting, selecting, equipping, assigning, supervising, paying, and motivating the personal sales force. Nature of Sales Management Its integration with marketing management Relationship Selling Transactional Relationship / Selling Value – added Relationship / Selling Collaborative / Partnering Relationship / Selling Head-Marketing Manager – Customer Service Manager – Market Logistics Manager – Sales Manager – Market Research Manager- Promotion Varying Sales Responsibilities / Positions / Jobs Sales Position Brief Description Examples Delivery salesperson Delivery of products to business customers or households. Also takes orders. Milk, newspapers to households Soft drinks, bread to retail stores. Order taker (Response selling) Inside order taker • Telemarketing salesperson takes orders over telephone Outside order taker. Also performs other tasks Behind counter in a garment shop • Pharma products’ orders from nursing homes Food, clothing products’ orders from retailers Sales support Missionary selling Technical selling Provide .
