ABSTRACT

                             Bottom line success in your business hinges on sales execution. Your salespeople are your primary source of revenue. They are also your link to your customers. With this dual role, your sales force will need to be developed and supported. Make sure you keep them updated on company and industry information. Help them see customer satisfaction as a key goal. Your salespeople are the ones who are building the brand and contributing to its visibility. At the same time the word distribution may conjure up images of trucks loaded with boxes, but distribution is as much a sales and marketing issue as it is a delivery issue. We can define distribution as the method companies use to deliver products or services to their target market and channel as the means by which products or services are distributed, but these definitions hide an important truth. Your distribution channels are not only a means to ship your goods or deliver your services; they may also provide you with additional opportunities to sell your products. This is the simplest way you can explain Sales & Distribution. But now in the present commercial world it is more precisely termed as Logistics which is within the macro concept of Supply Chain Management which is more holistic in nature.

Corporate carry the burden of maximum benefit out of minimal cost or rather applied economics is the major portfolio of any management function. Hence Industries and corporate are on the lookout for latest, innovative, cost – effective measures to reach the nook and corner of a nation or the world. Corporates focus on making available the product to every citizen of a nation without the customers’ spending on a halala on fuel. It means the products should be available within walk able or stone throw away distance. The extensive measure to establish a well-defined distribution network in providing goods/services to every part of the country, which leads to symbiotic benefit for the manufacturer and the consumer, is Sales Distribution. This study focus on the Sales Distribution networks of two corporate within FMCG & Consumer durable Industry on Indian perception.

Key words: distribution, network, logistics, wholesale