Sales Management Essay

1196 Words May 22nd, 2015 5 Pages
What is Sales?
Sales is what you do and say during the one moment your product or service is being purchased. It's confirming the payment options. Sales is a one time process (means just selling the product to the customer). It's converting an inquiry or lead into a contract or shipment. Sales is not market research, business development or advertising.

Pre-sales, Sales and Post-sales
Pre-sales is a process or a set of activities normally carried out before a customer is acquired, though sometimes pre-sales also extends into the period the product or service is delivered to the customer. The task of a pre-sales person starts from the initial contact phase and often ends once the customer is acquired i.e. sale is made. The Pre-Sales
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Types of Distribution:

There are three broad options:
1) Intensive Distribution:
Intensive distribution aims to provide saturation coverage of the market by using all available outlets. For many products, total sales are directly linked to the number of outlets used (e.g., cigarettes, beer). Intensive distribution is usually required where customers have a range of acceptable brands to choose from. In other words, if one brand is not available, a customer will simply choose another.
This alternative involves all the possible outlets that can be used to distribute the product. This is particularly useful in products like soft drinks where distribution is a key success factor. Here, soft drink firms distribute their brands through multiple outlets to ensure their easy availability to the customer.
Hence, on the one hand these brands are available in restaurants and five star hotels and on the other hand they are also available through countless soft drink stalls, kiosks, tea shops, and so on. Any possible outlet where the customer is expected to visit is also an outlet for the soft drink.

2) Selective Distribution:
Selective distribution involves a producer using a limited number of outlets in a geographical area to sell products. An advantage of this approach is that the producer can choose the most appropriate or best-performing outlets and focus effort (e.g., training) on them. Selective distribution works best when consumers are

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