1. Sales and Distribution Management

5. The Role of the Sales Force Sales Force Serves as a Critical Link Between a Company and its Customers Since They: Represent Customers to the Company to Produce Customer Satisfaction Represent the Company to Customers to Produce Company Profit

11. Some Traits of Good Salespeople Self-Confidence Initiative Persistence Enthusiam Job Commitment

12. Step 1. Prospecting and Qualifying Steps in the Selling Process Step 2. Pre-approach Step 3. Approach Step 4. Presentation/ Demonstration Identifying and Screening For Qualified Potential Customers. Learning As Much As Possible About a Prospective Customer Before Making a Sales Call. Knowing How to Meet the Buyer to Get the Relationship Off to a Good Start. Telling the Product “Story” to the Buyer, and Showing the Product Benefits.

13. Steps in the Selling Process Step 5. Handling Objections Step 6. Closing Step 7. Follow-Up Seeking Out, Clarifying, and Overcoming Customer Objections to Buying. Asking the Customer for the Order . Following Up After the Sale to Ensure Customer Satisfaction and Repeat Business.

14. Alternative Steps: Find ’em Grab ‘em Show ‘em Answer ‘em Sell ‘em Keep ‘em

21. Sales Management Setting objectives Organizing activities Recruit, select, train, develop, manage, & motivate Motivate, evaluate, & control Planning Organizing Directing Controlling

23. Geographic Division Sales Rep California Sales Rep Pacific NW Sales Rep Southeast Sales Rep Northeast District Sales Manager District Sales Manager District Sales Manager District Sales Manager Regional Sales Manager Regional Sales Manager Vice-President Marketing

24. Customer Type New Account #1 New Account #2 Existing Account #1 Existing Account #2 New Accounts Manager Existing Accounts Manager Vice-President Sales

25. Product Line Sales Rep Eastern Region Sales Rep West’n Region Sales rep Eastern Region Sales Rep West’n Region Snack Foods Sales Manager Beverages Sales Manager Vice-President Sales

27. Compensation Methods Straight salary or wage Salary plus commission Straight commission Commission with draw Quota-bonus plan

30. Distribution Channel Design and Management

34. Distribution PRODUCER CONSUMER DISTRIBUTION

35. Distribution Channel Functions Ordering Payments Communication Transfer Negotiation Financing Risk Taking Physical Distribution Information

36. Typical Channels of Distribution ANUFACTURER ONSUMER HOLESALER ETAILER GENT

37. Business-to-Business Channels Direct Wholesaler Agent

38. Business-to-Business Channel Trends Disintermediation Infomediaries & Vertical Exchange

39. Conventional Distribution Channel vs. Vertical Marketing Systems Vertical marketing channel Manufacturer Retailer Conventional marketing channel Manufacturer Wholesaler Consumer Consumer Retailer Wholesaler

40. Types of Vertical Marketing Systems Corporate Common Ownership at Different Levels of the Channel Contractual Contractual Agreement Among Channel Members Administered Leadership is Assumed by One or a Few Dominant Members

44. Steps in Distribution Planning

45. Choosing a Distribution System Intensive Distribution Exclusive Distribution Selective Distribution Distribution Intensity

47. Selective Distribution Product is sold in a limited number of outlets Producer Retailer Retailer Retailer Retailer Retailer Retailer

48. Exclusive Distribution Product is sold in only one outlet in a given area Producer Retailer

49. Developing Distribution Tactics Selecting Channel Partners Reward or Coercive Power Legitimate Power Economic Power Managing the Channel of Distribution Channel Leader Power Distribution Channels & the Marketing Mix

50. Physical Distribution Materials Handling Moving Products Into, Within, and Out of Warehouses Warehousing Number Needed Where What Type Inventory Control When to order How much to order Order Processing Received Processed Shipped Physical DistributionFunctions Transportation Rail, Water, Trucks, Air, Pipeline, Internet

51. Transportation Modes Rail Cost-effective for shipping bulk products, piggy-back, fishyback, birdyback. Water Low cost for shipping bulky, low-value, non perishable goods, slowest form. Truck Most important carrier for consumer goods, flexible. Air High cost, ideal when speed is needed or distant markets have to be reached Pipeline Carry petroleum based products, very low cost, requires little energy. Internet Web sites have products available, used especially for services.

53. Decision Making Framework Do nothing Look for opportunities to reassure threatened channel and leverage your power Low (Smoke) Allow threatened channel to decline Act to avert or address conflict High (FIRE) Importance of threatened channel in terms of current or potential volume or profitability High Low Prospects of Destructive Conflict