Opening a Sales Depot

In Channel of Distribution, one often encounters a situation where one opens a depot in a location which was getting difficult to service from base depot. The following things must be kept in mind while opening a depot from sales point of view: Your depot is never going to excite a distributor in the new…

“Jab we Meet” our Dealer

In Channel of Distribution mode of selling, very often the Sales Manager is not very clear on his precise role when hevisits the dealer. The following checklist will help you conduct your dealer visits well: Check physical stock to calculate “Tertiary Sale” at the given counter and ensure that the next “Secondary” sale to the…