Sales management and distribution management are parallel functions?
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True. A sales management team in an organisation monitors continuously all the changes that take place in an external environment. It can be related to customers, regulatory agencies, industry trends, competitors, government and advances in technology.
Apart from a strong sales management function, organisations should also focus on having a robust distribution channel so that the products are available to all consumers.
An efficient distribution channel management includes conflict management, efficient channel design and a sophisticated channel information process that can improve the overall process of making products available to everyone in a market within a timeline.
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