Sales and Distribution

Management
 Designations
VP Sales National & International

National Sales Development Manager India

Regional Sales Manager Regions (North, East, West, South)

Sales Operations Manager State

Area Sales Manager Cluster of cities

Territory Sales In charge City

Sales Reps/ Salesmen Retailers

 Distribution Models

Direct Distribution Indirect Distribution

A distribution model where there are no Product passes through one or more
intermediaries, the company reaches it’s intermediaries and then reaches the
customers directly customer. This kind of model is mostly seen in
the case of FMCG where the volume to be
E.g. Boeing sells its air buses directly to Indigo, sold is very high.
Bata has no other distribution channel other
than its wholly owned stores
Direct vs. Indirect Distribution

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 FMCG Channels

Company

B2B B2C
CFA

Modern Trade/ Aggregators/

Institutional Professional Distributors Wholesalers
Customers Wholesalers

Small
Outlets/
Institutional Retailers Small Retailers
Franchisee
Customers

END USER

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Factory
FMCG Distribution Model

Wholesalers
Super Stockist

Retailers

Warehouse
Distributor

National Retail Chain

Modern Trade Regional Retail Chain

Stand Alone MT
 Pharmacy Distribution Model

Distributor Pharmacy

Factory GMGR Outlets

Distributor PharmaStockist
 Telecom Distribution Model
Hierarchy
Circle Wise Operations
• S&O -> ZSM -> ASM -> TSM -> | TO (Off-role)
• S & O -> SEM, Retail Head, GM, SPO & MTO Head -> Agency model

Characteristics of Sales and Distribution in Telecom:

• Dynamic in nature
• Requires lesser inventory – hence less cost and investment
• All data of consumers can be captured and hence it can be analyzed (personalized services too )
• High rate of replenishment across channel
• Promotional Campaigns
 Medical Devices Distribution Model

Warehouse
Factory

Dealer
Field Sales Team

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Job Knowledge for FMCG Sales Force
Sales & Competition
Market Management
Merchandising

Investment

FMCG Sales Force

Infrastructure
Distributor Management
Involvement

Influence

Contacts

Callage & Productivity

People Management
Training & Development

Motivation & Incentives

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NPD – New Product Development Cycle

Idea Generation

Idea Screening

Concept Development and Testing

Business Analysis

Product Development

Test Marketing

Commercializat
ion

Launch

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Steps of effective Selling Process – B2B

Prospecting & qualifying Identify qualified potential customers

Learn as much as possible about customer

Pre-approach

Approach Make a relationship

Presentation & demonstration Tell the product “story” & focus on customer benefits

Handlingobjections
Overcome customer objections

Closing
Ask for an order

Follow-up To ensure customer satisfaction & repeat business

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Funnel Management

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 Sales Funnel – Prospecting facts

• Based on 50 calls - • 45% of calls…

22 people • Unavailable to speak to you

• 20% of calls…
10 People • Not interested in talking

• 25% of calls…
13 people • Disqualified after initial
conversation

• 8% of calls…
4 people • Expresses future interest and
opportunity to work together

• 0.07-2% of calls…
1 person • Interested and wants to meet
immediately

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