1 Preamble Sales &Distribution Management (MKO3)

1. NAME OF THE INSTRUCTOR : TarunK.Tayal 2. CABIN LOCATION 3. TELEPHONE NO ID : 5. MEETING HOURS: faculty should provide 1hr. On all week days preferably between extended lunch break. FACULTY’S INTRODUCTION 2

INDEX: - 1.FACULTY’S INTRODUCTION 2.PREAMBLE STRUCTURE 3. HOLISTIC FIX 4. KEY CONCEPT 5. KEY RESEARCH AREA 6. KEY APPLICATION INDUSTRIAL APPLICATION RESEARCH 7.HOW WE STUDY 8.KEY JOBS 9.PROJECTS ONE CAN DO 10.TRENDS 3

PREMBLE STRUCTURE TEACHERS INTRODUCTION 1. NAME OF THE INSTRUCTOR 2. CABIN LOCATION 3. TELEPHONENO ID 5. MEETING HOURS INTRODUCTION TO "FINANCE IN MBA“ WHY? WHAT? WHERE? HOW? Holistic fix Key Concept and Practical examples Key Research AreasKey applications Industrial application Research Key jobs and company’s How we study? Academic Calendar Lecture plan Reference book,journals Projects one can do Future trends 4

HOLISTIC FIX OF “Sales & Distribution Management” PREREQUISITES Basic Marketing Keywords read in MBA-1 st Sem Basic Statistics upto 10 th & 12 th 5

HOLISTIC FIX OF Sales & Distribution Sales & Distribution (4 th Sem) 6

Sales & Distribution includes 4 parts:- Introduction to Sales as part of Marketing Sales Management Distribution management Channel Management 7

HOLLISTIC FIX OF “SDM” SCOPE IN OTHER FIELDS… HR Manager Manpower planning- IT Manager Sales of IT based products SCM Manager Inventory management Finance Manager - Revenue generation and allocation of funds 8

SELLING vs. MARKETING Emphasis on product Company manufactures the product first and then decides to sell it. Mgmt is sales vol oriented Planning is short term oriented in terms of today’s product and markets. Different departments work as highly separate watertight compartments. Cost determines the price Emphasis on consumer needs and wants. Customer need is first determined and then delivery of product is decided Mgmt is profit oriented Planning is long term oriented in terms of new product and future growth. All deptt. Work in an integrated manner. Consumer determines the price 9 KEY CONCEPTS

The Process of Personal Selling Prospecting & Qualifying Preapproach / Precall planning Approach Presentation & Demonstration Follow-up & Service Trail close / Closing the sale Overcoming Objections *source: Sales and distribution Management TMH-Hawaldar 10

Sales Forecasting Methods Qualitative MethodsQuantitative Methods Executive opinion Moving averages Delphi method Exponential smoothing Salesforce composite Decomposition Survey of buyers’ intentions Naïve / Ratio method Test marketing Regression analysis Econometric analysis

KEY CONCEPT OF SDM 12 Supervising Salespeople Direct Supervisory MethodsIndirect Supervisory Methods Telecommunications Sales meetings Personal contacts Coaching / Mentoring Sales reports Compensation plan Sales analysis Expense accounts

KEY CONCEPT OF SDM 13 Sales Analysis All levels In Sales Organisation Different Type of Sales Different Type of Analysis National and/or international levels sales organisation Regional level Branch /district level Territory level Individual level Total sales of the company By type of products By type of distribution channels By type of customer classifications By size of orders Comparisons with sales quotas / targets Comparisons with previous periods Comparisons with industry / competitors Comparisons within sales organisations Comparisons with sales forecasts 13

KEY CONCEPT OF SDM 14 Types of Distribution channel On basis of Distribution pattern – Direct – Indirect Marketing Channel system Vertical Marketing system Horizontal Marketing system Multi channel system Flow of channel Forward flow Backward flow Both ways flow Degree of involvement Zero level One level Two level 12/15/201514

KEY CONCEPT OF SDM 1512/15/ Channel Levels Manufacturer End User Retailer End User Retailer End User Distributor/ wholesaler Zero levelTwo levelOne level

KEY RESEARCH AREA OF “SDM” 16

Research areas… 17 Sales Forecast Leading and Motivating the Sales Force Distribution in the era of Centralized purchasing Channel conflicts and resolution

KEY APPLICATIONS OF SALES AND DISTRIBUTION MANAGEMENT 18

INDUSTRIAL APPLICATION 1. Annual Report SAP ANNUAL REPORT DIODES ANNUAL REPORT YAHOO ANNUAL REPORT IRIS ANNUAL REPORT DATAWATCH ANNUAL REPORT 19

Stock screener Stock Mutual fund screener Mutual Bonds screener Bonds INDUSTRIAL APPLICATION 20

FINANCE RELATED RESEARCH… Entrepreneurship and firm formation across countries New Data on Business Creation and How to Promote it Barriers to Entrepreneurship Macroeconomics & Growth Trade &International Integration 21

KEY JOBS AND COMPANIES OF FINANCIAL MANAGEMENT 22

CORE FINANCE DRIVEN JOBS… Commercial Banking Corporate Finance Financial Planning Insurance Investment Banking Money Management Non-Profit Link is provided here: for the above listed jobs with their their company’s. 23

HOW WE STUDY......? REFRENCE MATERIAL LECTURE PLAN JOURNALS 24 QUESTION BANKWILL BE PROVIDED IN THE EXCEL SHEET LECTURE PLANWILL BE PROVIDED IN THE EXCEL SHEET REFRENCE BOOKWILL BE PROVIDED IN THE EXCEL SHEET INDIVIDUAL ASSIGNMENTWILL BE PROVIDED IN THE EXCEL SHEET GROUP ASSIGNMENTWILL BE PROVIDED IN THE EXCEL SHEET UPTU MAPPINGWILL BE PROVIDED IN THE EXCEL SHEET

PROJECTS ONE CAN DO IN… AUTOMOBILE INDUSTRY TEXTILE INDUSTRY PHARMA INDUSTRY TELECOM INDUSTRY WINE INDUSTRY BANKING SECTOR

TRENDS IN “SDM ” 26

THANK YOU 27