IT IN SALES & DISTRIBUTION

By: Anushree Pawar 11303

 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.

 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".

 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

 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, and synchronize business processesprincipally sales activities

Benefits of CRM
SHORTEN LEAD TIME

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.

2. Off-the-shelf solutions Software companies offer CRM applications that integrate with existing packages. Cut-down versions of such software may be suitable for smaller businesses. Cheapest option as you are investing in standard software components. Software may not always do precisely what you want and you may have to trade off functionality for convenience and price.

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

 Operational Module a. Campaign Planning b. Campaign Execution c. Lead generation and classification d. Sales e. Service

 Collaborative Module It handles direct interaction with the customers. Analytical Module It focuses on analyzing the database

Implementation
Implementation of CRM strategy is a six stage process : Stage 1 - Collecting information Stage 2 - Storing information Stage 3 - Accessing information Stage 4 - Analyzing customer behavior Stage 5 - Marketing more effectively Stage 6 - Enhancing the customer experience

 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 or intermediaries through which a good or service passes until it reaches the end consumer. Channels are broken into direct and indirect forms.

Intensive Distribution

Exclusive Distribution

Distribution Intensity

Selective Distribution

Producer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer Retailer

Seeks to obtain maximum product exposure at the retail level

Retailer Retailer Retailer

Retailer

Retailer

Retailer

Producer

Product is sold in a limited number of outlets

Retailer

Retailer

Retailer

Retailer

Retailer

Retailer

Product is sold in only one outlet in a given area

Producer Retailer

Direct Sale P R O D U C E R Retailer Wholesaler Agent Agent Agent/Dealer Agent/Dealer Wholesaler Wholesaler Retailer Retailer Retailer Retailer Retailer C O N S U M E R

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

 Other functions are: Disintermediation Being able to conduct business 24 x 7 x 365 Access the global marketplace.

WALMART
Automated Distribution System

CONCLUSION
Sales & Distribution is considered as the backbone of every 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 the delivery have been made possible with Information technology in distribution.

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/

THANK YOU