What is sales and distribution management?

Sales management includes the means and methods by which a sales force, sales techniques and sales operational strategies are built. Distribution describes the manner by which a product or products are made available to the consumer.

Why sales and distribution management is important?

Distribution management manages the supply chain for a firm, from vendors and suppliers to manufacturer to point of sale, including packaging, inventory, warehousing, and logistics. Distribution management helps keep things organized and keeps customers satisfied.

What is the process of sales and distribution?

In short, it is a process an individual or group will undertake in the future and the resources required for attaining them. Sales planning includes strategy, setting profit-based sales targets, quotas, sales forecasting, demand management and the screening, writing and execution of a sales plan.

When the manufacturer establishes two or more channels catering to the same market then occurs?

Finally, multichannel conflict occurs when a manufacturer has established two or more channels that compete against each other in selling to the same market.

What are the objectives of distribution management?

The objective of distribution function is to make or supply necessary goods to the large masses of customers living indifferent geographical areas. The objective of distribution is also to properly storing, handling and protecting the goods and supplying them to the consumers in good condition.

What is sales distribution?

Distribution is the process of making a product or service available for the consumer or business user who needs it. This can be done directly by the producer or service provider or using indirect channels with distributors or intermediaries. The overall distribution channel should add value to the consumer.

What is the difference between direct distribution and indirect distribution?

As the names would imply, direct distribution is a direct sale between the manufacturer and the consumer, and indirect distribution is when a manufacturer utilizes a wholesaler or retailer to sell their products.