personal selling, sales distribution management

1. Prof Anita Saxena

2. 
is
•
Sales Management as defined by American Marketing Association —
Planning, direction and control of Personal selling including
recruiting, selecting, equipping , assigning, routing, supervising, paying and
motivating as these task apply to personal Sales force.
The planning, implementing and control of personal contact programs designed to
achieve the sales and profits of the firm.

3. From the Company View point, there are three general objectives
of Sales Management



Sales Volume
Contribution To Profits
Continuing growth
Relationship between Sales Management & Financial results :
Sales – cost of sales
= Gross Margin
Gross Margin – expenses = Net Profit

4. Why is it necessary to coordinate sales activities with other departments ?
the product/service which is the final output of any organization is to be ultimately sold by the
Sales Personnel.
Sales Executives at all organizational levels have some responsibility for coordinating.
They coordinate with:
 Production Department
 Advertising Department
 Human Resource Department
Coordination with Distributive Network :
- Gaining product distribution
- Obtaining dealer identification
- reconciling business goals
- Sharing promotional risk

5. Phases of Control (either in sequence or simultaneously)
 Sizing up the situation (Personal selling Objectives of the firm)
 Setting Quantitative performance standards
 Gathering & processing data on actual performance
 Evaluating performance
 Action to correct controllable variation
 Adjusting for uncontrollable variation

6. Formal Control
 Policy formulation & Review
 Formal control over sales volume
 Budgetary Control