Page 18 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes  Sales and distribution management is the most important part of marketing management.
 Feedback is taken from sales personnel, dealers and consumers about product and sales.
 Sales Management is the income producing division of a business.
 A sales manager looks after and manages a firm’s personal selling functions.

1.9 Keywords

Contacting: To find and communicate with the prospective buyers.
Negotiating and Transaction: There can be certain negotiations in prices. For example,
lump-sum, installments, etc. Transactions also mean ownership transfer.

Physical Distribution and Collection: Physical distribution means actual transfer of possession.
It includes transportation, warehousing and inventory control. It also includes installation. For
example, the food must reach the destination timely and safely.
Promotion: This is to make the customer aware of the product. The promotion must show that
the product can provide customer satisfaction, i.e., he should get good value for his money.
Proper promotion should have customer generating potential.
Prospecting: To bring together the offering of the market and of the customer.

Task Allocation: Tasks are allocated depending upon the capabilities and capacities of the sales
personnel.

1.10 Review Questions

1. Why did the firm not succeed by dealing with individual dealers instead of exclusive
ones?
2. The firm feels that by appointing exclusive distributors it is losing control over the market
and foresees trouble in the future regarding the firm being forced to play in the hands of
these exclusive dealers. Comment.
3. What are the objectives of Sales Management?
4. Describe about Exchange Process in Sales Management.

5. Explain about Interdependence of Sales and Distribution.
6. Describe about Sales Management Cycle.
7. Discuss about the ways by which Exchange can take place.

8. What do you mean by Marketing Sales Management?
9. What are the Key Decision areas in Sales Management?
10. Define Planning and Organization.

Answers: Self Assessment

1. Sales 2. Sales Force
3. Broader 4. Organizational

5. Directing 6. Commercial

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