Sales, distribution, sales - this is how distribution policy is often referred to as part of sales management. By definition in business administration, it encompasses all routes of the distribution object (product, service, rights) from the manufacturer to the end customer. This can be done both directly and indirectly (via sales agents, dealers). Distribution policy is one of the key pillars of the marketing mix and plays a fundamental role in its success. It determines the choice of sales channels, the channel mix and its implementation. It therefore has a strategic and an operational component.
The areas of distribution policy
Sales policy can be divided into the following categories on the basis of distinctive features:
- Sale
- Methodology
- Degree of distribution
- Logistics
Sales are geared towards the needs of the respective customers and focus on them. They are considered centrally in the phases of acquisition, service, retention and recovery. This is the operational phase of customer care.
The sales methodology is the control element for achieving corporate goals with a high degree of efficiency.
The degree of distribution is the parameter for the success of the product in the market; it indicates the extent to which products are available in a market and the success they achieve there.
Logistics organizes the physical distribution of goods and the process-related design of this. Warehouses, logistics partners and shipping routes are factors that need to be defined.
The interaction of the individual methods forms the basis of a company's distribution policy, which shapes the sale of products and services on their way to the end customer.
Our offer
Martens & Kollegen are experienced consultants for the optimization of your sales organization and distribution policy. Our approach is to recognize and leverage potential and implement the necessary changes in a targeted manner. We take care of the success of your products or services in the market as well as the set-up of your sales teams.
Our offer:
- Sustainable sales concepts
- Strategic sales consulting and development of sales strategies and digital strategies
- Distribution analysis
- Analysis and evaluation of the existing sales organization,
- Analysis and evaluation of the existing channel mix,
- Success analysis of products and services in markets and potentials
- Evaluation of distribution levels and leveraging potential
- Structuring, digitalization and optimization of your sales processes
- Support in negotiations with customers to bring about change
- Strategic management consultancy
We are partners for start-ups, scale-ups and SMEs. We combine our practical experience (many years of operational sales responsibility) with modern sales technologies.
Our plus: If you wish, we can also personally implement the adaptations planned together with you, thus guaranteeing the success of the measures.