Sales & Distribution Management - KSOU

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IV. Sales & Distribution Management

Q1 a) Explain the functions of Distribution Channels.

Answer: Distribution channels include methods of selling as well as locations. Methods include direct sales, wholesalers and retailers. Direct sales involve you selling directly to the consumer with no middleman, such as in a store you own, online or with a catalog. Using a wholesaler involves a distributor to get your product into a variety of channels you might not reach by yourself. Using retailers, you sell to stores that mark up

b) Explain the factors influencing the choice of Channel.

Answer: Important factors affecting the choice of channels of distribution by the manufacturer are:

(A) Considerations Related to Product: When a manufacturer selects some channel of distribution he/she should take care of such factors which are related to the quality and nature of the product. They are as follows:

Q2 a) Explain the Benefits of Selling Activities.

Answer: In Selling Activities Sales management refers to the administration of the personal selling component of a company's marketing program. It includes the planning, implementation, and control of sales programs, as well as recruiting, training, motivating, and evaluating members of the sales force. In a small business, these various functions may be performed by the owner or by a specialist called a sales manager. The

b) What are the objectives of Sales Promotion?

Answer: Sales promotion is a tool used to achieve most of the five major promotional objectives discussed in the Promotion Decisions tutorial:

Building Product Awareness – Several sales promotion techniques are highly effective in exposing customers to products for the first time and can serve as key promotional components in the early stages of new product introduction. Additionally, as

Q3 a) Justify the importance of Marketing Logistics.

Answer: Marketing logistics involve planning, delivering, and controlling the flow of physical goods, marketing materials and information from the producer to a market as necessary to meet customer demands while still making a satisfactory profit.

b) Differentiate between marketing logistics and logistics management.

Answer: Logistics is the management of the flow of resources between the point of origin and the point of consumption in order to meet some requirements, for example, of customers or corporations.

·         Logistics consists of five main functions namely, Transportation, Warehousing, Inventory Management, Order Processing & Packaging & Material Handling.

·         Logistics management is the part of supply chain management that plans, implements, and controls the efficient, effective, forward,

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