Sales & Distribution.pptx

7/27/2019 Sales & Distribution.pptx

1/10

Faheem Akram (U12025)Geetika Popli (U112026)Harsh Mishra (U112028)Kaushik Padhy (U112032)

Abhimanyu Goyal (U112033)Manvendra Singh Chauhan (U112034)

Meet Nalin Mehta (U112035)Mithun Ramesh Nambiar (U112036)


2/10

The article helps us in:Identifying the actual decision makers in a buyingorganization (The Buying Center & Powerful Buyers)

Determining how buyers view their self-interests

(What do buyers want?)

Gathering and applying psychological intelligence


3/10

Initiator

Decider

InfluencersPurchaser

Gatekeeper

Users


4/10

Internship at HP

Status Power- Higher the position stronger the holdover decision making.

Top Down in nature

Influenced by others whose power is based on

Attraction or Expertise.

One of the weaker power bases.

Internship at Collegites

1 Year old company with a tiny workforceFigurative Board of Governors

Power concentrated on 1 source. The MD

External Consultants exert expert power to

influence the head


5/10

Type of Power Champion (Positive) Or Veto (Negative)

RewardManagers ability to provide monetary,

social, political or psychological

benefits to encourage purchases

Coercive

Managers ability to impose

punishment on others for Non-

Compliance

Attraction

Ability to persuade or charm people

because they like you

Expert

Ability to elicit compliance because of

technical expertise

Status

Power comes from having a high

position in the corporation


6/10

Basic Rule Of Motivation:All buyers act selfishly or try to be selfish but sometimesmiscalculate and dont serve their own interests.

Buyers act as if acomplex product

were decomposable

into several benefits

Buyers segment thepotential benefits

into various

categories(financial,

product-service,

personal and socio-

political).

Buyers are notcertain that

purchasing a product

will actually bring the

desired benefit.

Vendor can try to

focus the buyersattention on

benefits not a part

of his or her thinking

Sellers can de-

emphasize the

buyers desire forbenefits on which

the vendors

offerings stacks

poorly

Vendors try to

increase buyersconfidence that

promised benefits

will be realized


7/10

Understanding customers needs is paramount for a consultingfirm like Deloitte

Internship project Business Process Planning for supply chain

in auto industry

Identify deliverables, project scope and create a process mapunique to Deloitte or improve on an existing process

Deloitte successfully bided for 2 projects one due to lowestcost and another due to technical expertise and final offering tothe customer


8/10

Perception depends on:

Products Offered

After sales service provided

References

Impression on InfluentialPeople (e.g. Physician)

How buyer sees

our goods

How

buyer sees

our

people

negatively positively

negatively

positively

Internship at Reckitt Benckiser:

Channel Partners perception about Reckitt

Launching of Dettol Kitchen Gel


9/10

Make sure sales calls are productive and informative

Identifying buying centers

Identifying powerful buyers

Benefit required by the buyer

Buyers perception of us

Listening to sales force

Sales Audit

Rewarding rigorous fact-gathering analysis & execution


10/10

Sales & Distribution.pptx

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