1. SALES & DISTRIBUTION MANAGEMENT

2. SALES RELATED MARKETING POLICIES

3. SALES MANAGEMENT’S ROLE To participate as a member
of an executive group
responsible for
determining all marketing policies.

4. A : PRODUCT POLICY PRODUCT OBJECTIVES RELATED
Based on feedback from the market
PRODUCT LINE RELATED
Related to the width of the product line
- relating to changes
what is to be retained
what is to be dropped

5. - Relating to Line Simplification
Compared to competition
Strength / Weaknesses identified
Profitability
- Relating to Line Diversification
Considered with growth objectives
- New Product Ideas
Based on market needs
- Appraising Proposed New Products
Will it add value?

6. PRODUCT DESIGN RELATED
Is Market Ready for a Design Change?
PRODUCT QUALITY & SERVICE RELATED
Guarantee Policy

7. B DISTRIBUTION POLICY CHANNEL RELATED - Channel Levels
- Sales Volume Potential
Am I covering the market?
- Cost of Channel Length

8. DISTRIBUTION INTENSITY RELATED
- Mass Distribution
- Selective Distribution
- Exclusive Agency Distribution

9. C PRICING POLICIES COMPETITION RELATED - Meeting Competition
- Pricing above Competition
- Pricing under Competition
COST RELATED
- Full-cost Pricing
No sale lower than fixed + variable cost
- Promotion Pricing
Introductory Offers
Fight Competition
- Contribution Pricing
Large volume OEM sales

10. UNIFORM PRICING TO DIFFERENT BUYERS
POLICY ON LIST PRICING
POLICY ON DISCOUNTS
- Trade Discounts
- Quantity Discounts

11. GEOGRAPHICAL PRICING POLICIES
- FOB Pricing
- Delivered Pricing
POLICY ON PRICE LEADERSHIP
PRODUCT LINE PRICING POLICY
COMPETITIVE BIDDING PRICING

12. THANK YOU