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Sales and Distribution Management for Organizational Growth

Sales and Distribution Management for Organizational Growth
Author: Choudhury, Rahul Gupta
Publisher: IGI Global
Total Pages: 323
Release: 2019-08-16
Genre: Business & Economics
ISBN: 1522599835
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Supplying a product to the most customers possible in an effective and cost-efficient way is the primary goal of the sales and distribution sector of a business, since the profits from sales are responsible for the majority of an organization’s revenue. However, with countless brands vying for the customers’ attention, the ability to create a demand for a product and subsequently supply that demand is often the key to a business’s success. There is a need for studies that seek to understand the complementary roles of an organization’s sales force and distribution team to ensure relevancy in today’s globalized world. Sales and Distribution Management for Organizational Growth is a pivotal reference source that provides vital research on the organization of sales and the sales force, their geographic deployment, and distribution and channel management including how to develop customer-oriented distribution systems. While highlighting topics including expense control, personnel training, and channel design, this book is ideally designed for business students, marketing professionals, executive members, finance analysts, operations employees, academicians, industry professionals, researchers, and students seeking current research on implementing sales strategy and distribution systems to maximize profits and remain a marketplace competitor.

Sales and Distribution Management

Sales and Distribution Management
Author: Singh Ramendra
Publisher: Vikas Publishing House
Total Pages: 593
Release:
Genre: Business & Economics
ISBN: 9325994062
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The primary aim of the book is to provide students of management with a firm foundation for understanding all the main components of sales and distribution management. The book has a practical orientation, as it written by author who has worked as practicing manager mostly in sales and distribution. The book, therefore, is a useful resource to practicing professionals in industry, training and consultancy.

Sales and Distribution Management

Sales and Distribution Management
Author: Bholanath Dutta
Publisher: I. K. International Pvt Ltd
Total Pages: 191
Release: 2013-12-30
Genre: Business & Economics
ISBN: 9380578792
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Sales management is attainment of an organization's sales goals in an effective and efficient manner through planning, staffing, training, and leading and controlling organisational resources. Physical distribution is one of the four elements of the marketing mix. This book covers all the conventional and contemporary concepts and strategies related to sales and distribution management.

Sales & Distribution Management

Sales & Distribution Management
Author:
Publisher: Prabhu Thankaraju
Total Pages: 65
Release: 2019-04-25
Genre: Business & Economics
ISBN:
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Once you have a team and know your targets, you might be wondering: How do you actually carry out the sales? Every business has a sales cycle, which is a series of tasks that helps a company’s product reach its users. Therefore, having a sales pipeline, or sales funnel, will make that easier to maneuver these deals to completion. A sales pipeline is a visual sequence of activities to achieve with each prospect, from the initial lead to the closing of the deal. Simply put, a pipeline is a salesperson’s right-hand man, as it helps them stay organized and take control of their work. After all, there are some things you cannot control – results. That’s where managing activities comes into play. If a salesperson can see their progress, or their activities, they will be motivated to do more work and conquer more challenges. Sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets. If your business brings in any revenue at all, a sales management strategy is an absolute must. When it comes to boosting sales performance for any size of operation, no matter the industry, the secret to success is always precise sales management processes. Besides helping your company reach its sales objectives, the sales management process allows you to stay in tune with your industry as it grows, and can be the difference between surviving and flourishing in an increasingly competitive marketplace. Whether you’re an experienced or new sales manager, you should be able to evaluate and gain visibility into your current sales force with the following guide to sales management. Once you have a clear picture of what processes to monitor and how to keep track of them, you’ll be equipped to pinpoint issues early on, coach people before it’s too late, and have a better overview of the tasks the team should be doing to increase its sales. If you’re a sales rep who happened to stumble upon this guide out of curiosity, you’re already winning. This book will give you an understanding how your company's sales process is managed, allowing you to become more in sync with your team, create a better relationship with your manager, and achieve better sales results yourself. Overall, sales management will help businesses and their workers better understand results, predict future performance, and develop a sense of control by covering the following aspects.

Sales and Distribution Management

Sales and Distribution Management
Author: S.L. Gupta
Publisher: Excel Books India
Total Pages: 620
Release: 2009
Genre: Sales management
ISBN: 9788174464163
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Most standard books on marketing area have been written by American authors. Though there are a number of books on Sales and Distribution Management by Indian authors as well, these books do not present the Indian conditions in the right perspective. Indian students studying management require books which deal with the changing profile of Indian buyers and helps them understand their perceptions and motivations as also the factors that influence the decisions made by Indian consumers.The book offers a practical approach to Sales and Distribution Management and gives a comprehensive, easy-to-read and enjoyable treatment to the subject matter for students of Sales and Distribution Management. It includes more than 500 live examples and 30 Case Studies from Indian marketing environment and provides sufficient food for thought to students to develop themselves as Result oriented marketers of the future.

SALES AND DISTRIBUTION MANAGEMENT

SALES AND DISTRIBUTION MANAGEMENT
Author: DR. POOJA BHATIA, MS. SAMIKSHA GUPTA, MS. RAGINI DIXIT, MS. PRIYANKA SINGH
Publisher: Shashwat Publication
Total Pages: 212
Release: 2023-11-27
Genre: Education
ISBN: 8119908678
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We are very enthusiastic about writing a book on “Sales and Distribution Management.” The initial portions of this book unveil sales management and other significant components of it, such as its meaning, definition, scope, objectives, types, and additional pertinent topics. As a consequence, the contents of this book have been established in order to provide all-inclusive, multidimensional knowledge to students and professional managers in a highly readable and simple way. This textbook evolved in accordance with the index's description by splitting the contents and subject matter into portions where each portion of the index's contents is covered and described separately in simple language. We attempted numerous attempts to communicate the subject in clear terms, aided with diagrams and figurines. We hope that those who read it (students, professors, and marketers) will like this textbook and learn about sales and distribution management. I would like to take this chance to thank every individual of my friends, peers, and parents who contributed to helping us accomplish this book. I would be delighted for any helpful recommendations from readers in order to improve this work. Each chapter begins with a relevant introduction. (i) The fundamental study material has been offered, and it is well supported by definitions, examples, figures, charts, etc. (ii) With each chapter, there are a few tit-bits of information that are pertinent to the chapter's topic. (iii) This book was primarily written for learners, teachers, scholars, and peers who are curious to learn in-depth information on sales and distribution management.

Sales Management for Improved Organizational Competitiveness and Performance

Sales Management for Improved Organizational Competitiveness and Performance
Author: Santos, José Duarte
Publisher: IGI Global
Total Pages: 392
Release: 2022-05-27
Genre: Business & Economics
ISBN: 1668434326
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With the recent digital developments within marketing, the alignment between sales and marketing has become increasingly important as it has the potential to improve sales, customer relations, and customer satisfaction. The evolution of technology has also been promoting changes in the sales process, which provides new opportunities and challenges for enterprises at various levels. Sales Management for Improved Organizational Competitiveness and Performance highlights the influences of management, marketing, and technology on sales and presents trends in sales, namely the digital transformation that is taking place in organizations. The book also considers innovative concepts, techniques, and tools in the sales area. Covering a wide range of topics such as digital transformation, sales communication, and social media marketing, this reference work is ideal for managers, marketers, researchers, scholars, practitioners, academicians, instructors, and students.

Sales Management. Simplified.

Sales Management. Simplified.
Author: Mike Weinberg
Publisher: AMACOM
Total Pages: 243
Release: 2015-10-21
Genre: Business & Economics
ISBN: 0814436447
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Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!

Strategic Customer Management

Strategic Customer Management
Author: Nigel F Piercy
Publisher: OUP Oxford
Total Pages: 339
Release: 2009-03-12
Genre: Business & Economics
ISBN: 0191567647
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A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic force leading the strategic customer management process in companies. Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms of buyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy and attention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.

Sales Growth

Sales Growth
Author: McKinsey & Company Inc.
Publisher: John Wiley & Sons
Total Pages: 326
Release: 2016-05-11
Genre: Business & Economics
ISBN: 1119281083
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The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.