Question

Explain the sales manager intervention in distribution management

Answer 1

Distribution Management refers to the determination of optimal quantities of each product that should be made at each plant and \be distributed to each warehouse, like the manufacturing unit etc.

In distribution management, the sales and marketing phrase happen through a channeled distribution management. The Sales Channel is where the products are distributed to the end-user. They are of different forms like direct sales, to the web, and the traditional retail environment.

The Sales Manager of a Sales channel designs the support programs for the channel in order to meet the expectations of the user. For this, they take feedback from the customer about how they could support them in the selling and marketing of their products and improving them. The other specific areas where the sales manager has a role includes product training, advertising, seasonal promotions, and merchandising.

Answer 2

Sales management and distribution management are components of marketing.

Sales managers are responsible for generating sales, profits and customer satisfaction. Sales management is the achievement of the sales force goals in an efficient manner through planning, staffing, training and controlling the organizational resources.

Distribution management is the art and science of designing the marketing channels, selecting and motivating the channel members and promoting the service or product through the channel. It involves the supervision of the movement of goods from the supplier to the point of sale.

Sales management and distribution management cannot operate or perform without each other. The role of sales management is to make the action plans and the role of distribution management is to execute those plans.

Sales managers work closely with the managers from other departments. They direct the distribution of goods and services by setting sales goals and assigning sales territories.