Sales&Distr

7/29/2019 Sales&Distr

1/24

IT IN SALES & DISTRIBUTION

By:

Anushree Pawar 11303


2/24

Sales and marketing are business terms that are often

used interchangeably. Selling and marketing, however,

are not one and the same. In fact, marketing and sales

are two completely different activities.

A sale is the act of selling a product or service in return

for money or other compensation.


3/24

Marketing is identifying customer needs, wants and

desire converting them into products and services

Marketing is the set of processes that include

determining channels of distribution, pricing, and

developing the "brand".


4/24

Systematic approach to selling a product or service

Stages in sales process:

Sales lead

Need identification

Qualified prospect

Proposal

Negotiation

Closing

Follow up and service after the sale


5/24

Customer relationship management (CRM) is an

information technology-driven strategy companies use

to get and retain a customer.

Helps in managing a companys interactions with

customers, clients, and sales prospects.

It involves using technology to organize, automate, andsynchronize business processesprincipally sales

activities


6/24

SHORTEN LEAD TIME

Benefits of CRM


7/24

CRM software is used to coordinate sales activities to

obtain big dividends.

CRM solutions fall into the following three broad

categories.

1. Outsourced solutions

Application service providers provide web based CRM

solutions for businesses.

Company does not have the in-house skills necessary to

tackle the job from scratch.


8/24

2. Off-the-shelf solutions

Software companies offer CRM applications that

integrate with existing packages.

Cut-down versions of such software may be suitable forsmaller businesses.

Cheapest option as you are investing in standard

software components.

Software may not always do precisely what you wantand you may have to trade off functionality for

convenience and price.


9/24

3. Bespoke software

Customize or create a CRM system and integrate it

with existing software. Expensive and time consuming.

Requirements to be specified carefully .

Most expensive option


10/24

Operational Module

a. Campaign Planning

b. Campaign Executionc. Lead generation and classification

d. Sales

e. Service


11/24

Collaborative Module

It handles direct interaction with the

customers.

Analytical Module

It focuses on analyzing the database


12/24

Implementation of CRM strategy is a six stage process :

Stage 1 - Collecting information

Stage 2 - Storing informationStage 3 - Accessing information

Stage 4 - Analyzing customer behavior

Stage 5 - Marketing more effectively

Stage 6 - Enhancing the customer experience

Implementation


13/24

The movement of goods and services from the

source through a distribution channel, right up to the

final customer, consumer, or user.

Distribution Channel: The chain of businesses orintermediaries through which a good or service

passes until it reaches the end consumer. Channels

are broken into direct and indirect forms.


14/24

Intensive

Distribution

Exclusive

Distribution

Selective

Distribution

Distribution

Intensity


15/24

Seeks to obtain

maximum

product exposure

at the retail level

Producer

Retailer RetailerRetailer

Retailer

Retailer Retailer

Retailer

Retailer

Retailer Retailer Retailer

Retailer



16/24

Product is sold in a

limited number

of outlets

Producer

Retailer RetailerRetailer



17/24

Product is sold in

only one outletin a given area

Producer

Retailer


18/24

P

R

O

D

U

C

E

R

C

O

N

SU

M

E

R

Direct Sale

Retailer

Retailer

Retailer

Retailer

Retailer

Retailer

Wholesaler

Wholesaler

Wholesaler

Agent

Agent

Agent/Dealer

Agent/Dealer


19/24

E-Commerce- Transforming Distribution

Channels

E-Commerce consists of the buying and selling of

products or services over electronic systems such as

the Internet and other computer networks

E-commerce facilitates-

Supply chain management

Internet marketing

Electronic data interchange (EDI)

Inventory management systems


20/24

Other functions are:

Disintermediation

Being able to conduct business 24 x 7 x 365

Access the global marketplace.


21/24

WALMART

Automated Distribution System


22/24

CONCLUSION

Sales & Distribution is considered as the backbone ofevery company and technology is the most important

ingredient to make it firm and strong.

Appropriate CRM software can make the difference

between keeping a customer and loosing a customer.

Low-cost distribution channels, convenience for the

customer, the quality of the goods and services to be

delivered to the customer, and the speed of thedelivery have been made possible with Information

technology in distribution.


23/24

References

http://www.vinove.com/mindscape/business/

customer-relationship-management-system/

http://www.smallbusinessnotes.com/marketi

ng-your-business/the-sales-process.html

http://en.wikipedia.org/wiki/Sales_process

http://en.wikipedia.org/wiki/Distribution_(bu

siness)

http://www.distributionteam.com/
http://www.vinove.com/mindscape/business/customer-relationship-management-system/http://www.vinove.com/mindscape/business/customer-relationship-management-system/http://www.smallbusinessnotes.com/marketing-your-business/the-sales-process.htmlhttp://www.smallbusinessnotes.com/marketing-your-business/the-sales-process.htmlhttp://en.wikipedia.org/wiki/Sales_processhttp://en.wikipedia.org/wiki/Distribution_(business)http://en.wikipedia.org/wiki/Distribution_(business)http://www.distributionteam.com/http://www.distributionteam.com/http://en.wikipedia.org/wiki/Distribution_(business)http://en.wikipedia.org/wiki/Distribution_(business)http://en.wikipedia.org/wiki/Sales_processhttp://www.smallbusinessnotes.com/marketing-your-business/the-sales-process.htmlhttp://www.smallbusinessnotes.com/marketing-your-business/the-sales-process.htmlhttp://www.smallbusinessnotes.com/marketing-your-business/the-sales-process.htmlhttp://www.smallbusinessnotes.com/marketing-your-business/the-sales-process.htmlhttp://www.smallbusinessnotes.com/marketing-your-business/the-sales-process.htmlhttp://www.smallbusinessnotes.com/marketing-your-business/the-sales-process.htmlhttp://www.smallbusinessnotes.com/marketing-your-business/the-sales-process.htmlhttp://www.smallbusinessnotes.com/marketing-your-business/the-sales-process.htmlhttp://www.smallbusinessnotes.com/marketing-your-business/the-sales-process.htmlhttp://www.smallbusinessnotes.com/marketing-your-business/the-sales-process.htmlhttp://www.vinove.com/mindscape/business/customer-relationship-management-system/http://www.vinove.com/mindscape/business/customer-relationship-management-system/http://www.vinove.com/mindscape/business/customer-relationship-management-system/http://www.vinove.com/mindscape/business/customer-relationship-management-system/http://www.vinove.com/mindscape/business/customer-relationship-management-system/http://www.vinove.com/mindscape/business/customer-relationship-management-system/http://www.vinove.com/mindscape/business/customer-relationship-management-system/http://www.vinove.com/mindscape/business/customer-relationship-management-system/


24/24

THANK YOU

Sales&Distr

Documents

Transcript of Sales&Distr