Sales and Distribution Sales and Distribution ManagementManagement

Marketing 3345Marketing 3345

Overview of Sales Overview of Sales Management and the Selling Management and the Selling

EnvironmentEnvironment

Building long-term relationships with Building long-term relationships with customerscustomers

Creating more nimble and adaptable Creating more nimble and adaptable sales organizational structures sales organizational structures

Removing functional barriers within Removing functional barriers within the organization to create greater job the organization to create greater job ownership and commitment from ownership and commitment from salespeoplesalespeople

Sales Management in the 21st Sales Management in the 21st CenturyCentury

Sales Management in the 21st Sales Management in the 21st CenturyCentury

Shifting sales management style from Shifting sales management style from commanding to coachingcommanding to coaching

Leveraging available technology for Leveraging available technology for sales successsales success

Integrating salesperson performance Integrating salesperson performance evaluation to incorporate all activities evaluation to incorporate all activities and outcomesand outcomes

Key ThemesKey Themes

Innovation – thinking outside the boxInnovation – thinking outside the box Technology – broad spectrum of tools Technology – broad spectrum of tools

available to salespersonsavailable to salespersons Leadership – capability to make Leadership – capability to make

things happenthings happen GlobalizationGlobalization EthicsEthics

Sales Management ProcessSales Management Process

The The formulationformulation of a sales of a sales programprogram

The The implementationimplementation of the sales of the sales programprogram

The The evaluation and controlevaluation and control of the of the sales programsales program

Goals/Objectives/CultureGoals/Objectives/Culture

Mission and objectives drive Mission and objectives drive customer management customer management approachesapproaches

A well-defined mission + A well-defined mission + successful corporate history + successful corporate history + top management values = strong top management values = strong corporate culturecorporate culture

PersonnelPersonnel

Modern sales organizations are Modern sales organizations are highly complex and dynamichighly complex and dynamic

Often difficult to expand to take Often difficult to expand to take advantage of growing marketsadvantage of growing markets

Utilizing outside specialists can help Utilizing outside specialists can help firms meet need to expandfirms meet need to expand

Financial ResourcesFinancial Resources

Lack of financial resources can: Lack of financial resources can: constrain ability to develop new constrain ability to develop new

products products limit promotional budgetlimit promotional budget limit size of sales forcelimit size of sales force

Production and Supply Production and Supply Chain CapabilitiesChain Capabilities

Production capacityProduction capacity Location of production facilitiesLocation of production facilities Transportation costsTransportation costs Ability to ensure seamless Ability to ensure seamless

distribution and service after the distribution and service after the salesale

Service CapabilitiesService Capabilities

Opportunity for strong Opportunity for strong competitive advantagecompetitive advantage

Difficult for other firms to Difficult for other firms to compete for same customerscompete for same customers

Customers reluctant to switch Customers reluctant to switch regardless of priceregardless of price

R&D and Technological R&D and Technological CapabilitiesCapabilities

Excellence in design and Excellence in design and engineering provide major engineering provide major promotional appealpromotional appeal

Ability to communicate Ability to communicate technological sophistication as technological sophistication as value-add helps prevent over-value-add helps prevent over-reliance on price to get salesreliance on price to get sales