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Title      : MB118B Sales and Distribution Management
Subject      : Sales and Distribution Management
copyright © 2018   : Karnataka State Open University
Author      : KSOU
Publisher      : Karnataka State Open University
Chapters/Pages      : 11/303
Total Price      : Rs.      : 208
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Personal Selling Total views (1444)  
The marketing mix is one of the most fundamental concepts associated with the marketing process. The marketer has at his or her disposal a number of components. The ability to mix them in response to an identified set of requirements, coupled with a number of other objectives, is one of the major requirements of effective marketing.
Pages: 26
Price: Rs 0   
Sales Planning and Budgeting Total views (1440)  
Planning is choosing from the alternative courses of action. It is a managerial function. It involves the selection from among several alternatives, enterprise objectives, policies and procedures, programmes and schedules. Sales planning is a part of marketing planning, covering sales forecasting, sales programmes to achieve sales goals, and making a sales budget.
Pages: 23
Price: Rs 17.25   
Sales Forecasting Total views (1439)  
Sales forecast is an essential tool of management in any business. It is a frame work upon all other aspects of planning are based. It is the projection of the organization's future revenue. For example the financial budgets are typically variable in that they show different expense patterns for varying levels of production. A firm's production level is linked closely to its sales output.
Pages: 20
Price: Rs 15   
Sales Management Overview - Objectives of Sales Management Total views (1442)  
Selling is the outcome of human needs. With the passage of time, individuals began to form families and families in turn resulted in tribes. Accordingly, exchange of goods and services started taking place among families and tribes. Gradually, families and tribes realized that specialization in the production of one or few commodities and trading the surplus of the same with other people would be ......
Pages: 17
Price: Rs 12.75   
Motivating & Compensating Sales Force Total views (1436)  
There are many view points concerning Sales Force moral. Likewise there are many view points about motivating sales people. It is important that Sales Manager provide a climate in which Sales people can enjoy their work and be motivated to excellent performance. Therefore Sales Management must determine what type and how much motivation is necessary to ensure Sales people to accomplish the objecti ......
Pages: 33
Price: Rs 24.75   
Controlling the Sales Force Total views (1440)  
Establishing or revising sales territories and providing for their effective and efficient coverage is a key part of sales management's strategic planning task. Organizing sales territories enables management to bring other aspects of planning - such as sales forecasting and sales budgeting - down to limited geographical areas. Ordinarily, it is not practical to plan, direct, and evaluate salespeo ......
Pages: 43
Price: Rs 32.25   
Sales Force Performance Evaluation Total views (1442)  
Evaluation involves comparing sales force with the actual performance with the established sales goals and objectives. The primary objectives of evaluating sales performance is to help the sales force improve. Setting company, district and individual goals serves no purpose if mechanisms for comparing plans and actual results don't exist.
Pages: 39
Price: Rs 29.25   
Current Issues in Sales Management Total views (1442)  
The expansion of International Business has been impressive. MNC's mainly headquartered in US, Japan or Western Europe have been expanding their foreign production about 10 % annually, while world exports have been going more than 8% annually. Each year more are the world's Commerce is International Business. Sales Management has increasingly taken on International dimensions.
Pages: 19
Price: Rs 14.25   
Distribution Management Total views (1444)  
Every production needs is Distribution. After production the next problem before the producer is that of selling and distribution, the product to consumers for whom it is produced. Production is mode to satisfy the needs of the consumers so it must reach to consumers. The way through which goods form the producer to the consumer is know as channel of distribution.
Pages: 16
Price: Rs 12   
Marketing Channels Total views (1439)  
Before the product is ready to be marketed, the management should determine the ways which will be used to send the product to the market. This means establishing strategies for product distribution channels and physical distribution. Distribution channel is the first part of PLACEMIX. Managing a distribution channel often begins with a producer.
Pages: 22
Price: Rs 16.5   
Retailing and Wholesaling Total views (1443)  
Interdependent agencies are involved in a complex set of specialized activities like manufacturing, wholesaling and retailing. These members make delivery of goods possible to the final consumer and are called intermediaries. After selecting a distribution channel, the next step of the ladder is channel management which entails choosing right intermediaries, motivating them, training them and eval ......
Pages: 45
Price: Rs 33.75   

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