Distribution Policies - Sales Policies - Sales Force Management

Sales Force Automation is part of Sales Force Management we are talking here. As a part of our talk about sales force management we were talking about Sales Policies Formulation and we talk about product police as part of sales policies formulation.

Today we are going to talk about Distribution Policies as part of sales policies formulation.

Distribution policies (who to sell): The component policies related to distribution are :

• Channel design and channel types
• Channel remuneration, motivation and training.
• Channel principal relations.
• Channel costs.

ref: sales force automation software

Product Policies - Sales Policies - Sales Force Management

Sales Force Management we are talking here. Sales Policies Formulation was our last post and before that we talk different aspect of Sales Force Management including Sales Force Management and Sales Management-Task Involved, Setting Personal Selling Objectives.

Formulating sales policies is nothing but the policies related to marketing. These sales related marketing policies delineate the guide lines within which the effort to reach personal selling objectives is made. There are three major types:

1. Product policies (what to sell).
2. Distribution policies (who to sell).
3. Pricing policies.

we talk each of the about types of sales policies.

1) Product Policies (what to sell):-

• Which product should find a place in the product line?
• Whether some of the existing products are to be dropped?
• Whether any new products are to be added?
• Whether product design or product quality needs to be changed?
• What models, type, size, colors and packing are to be sold?
• What kinds of product guarantees are to be given?

we talk about remaining two types in our next post.

ref: sales force management software