Impact of It in Sdm

sales and distribution management

Impact of i.t. in distribution channels and sales

(Indivudual Assignment)

(MKT-623)

Submitted in partial fulfillment of the Master of Business Administration at School of Management and Entrepreneurship, Shiv Nadar University by:

Name:  Pramod Kulkarni - 1610120029

Submitted to:

Prof. N T Sudarshan Naidu

SME

Batch: 2016-18

Date: 03-Oct-2017

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Introduction

In the increasing globalization of economic activities and the rapid development of information technology, each of the prosperous company will be constantly looking for ways to strategically develop and organize their global markets. Development of Information technology has significantly influenced the increase of consumer segmentation. Today companies can learn more about their customer preferences and the effect of implemented marketing strategy on them with the help of Information technology. Companies are able to reach customers directly, send multiple information about specific products and production lines and sell products directly to customers and thus reducing the cost of final products.

Impact of IT in Distribution channels and Sales

Information technology can be a competitive advantage for the companies. If companies develop a single interface that is hard to copy by its competitors and create loyal followers, then they can sustain this competitive advantage for a long time. Yet most of the companies lack complementary resources to maintain this technological advantage.

Wireless technology has been one of the most significant trends in the past decade, which has helped salesperson to spend more time with customers. While the role of the salesperson has changed significantly, there have also been considerable development in the way sales and procurement are carried out, particularly in business-to-business (B2B) environments. The nature of electric commerce, or e-commerce, has brought revolution in recent years. The point about e-commerce is not so much with the technology but the fact that sales people are selling products and services through electronic procurement or e-procurement platform. So, salespeople have to be familiar with these electronic procurement systems and adapt to new roles as the nature of the relationship between seller and buyer/procurer changes and sales processes continue to evolve.