CONCEPTUAL FRAMEWORK:-It is a common belief that marketing is concernd with sales and customer satisfaction only. Though it is true to certain extent, yet marketing is not simply concerned with sales and profit maximization. In fact depending upon the type or stage of demand the marketing task would differ.
The study is based on sales and distribution techniques with a special ref. of L.G. electronic product. To know the influences of the techniques of sales and distribution it is important to prepare a study which provides the result of the better sales and distribution methods and techniques.
T he primary goal of marketing is plan is to get the people to buy your product & services. The sales and distribution part of
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You should now be able to do following: 1. Describe the major changes taking place in selling and the forces causing these changes:-The competitive market place is becoming more globalize, products life cycles are getting shorter, and competitive boundaries are blurring. At the same time, customers are buying from fewer suppliers, their service and performance exceptions are increasing, and their power are increasing so that they cannot only demand but also obtain higher services and offerings from suppliers. As a result of these forces, selling process is becoming more focused on relationship selling, selling teams are often necessary to fully address customer needs, peoples are spending more of their time on internal selling and marshalling resources to develop customer solutions, and sales force success is increasingly measured in terms of productivity and profits as opposed to top line revenues. 2. Define sales management. Sales management is defined as the planning, organizing, leading, and controlling of personal contact programs designed to achieve the sales and profit objectives of the firm. 3. Describe the sales management process. For pedagogical purposes and by way of organizing the variety of activities involve in sales management, the sales management process is grouped as follows: Seeing big picture and developing