Guest talk on Sales and Distribution Management
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As part of the Sales and Distribution Management (SADMA) course under the Marketing specialization, SDM Institute for Management Development (SDMIMD), Mysuru, organized a guest lecture on Sales and Distribution Management. The session was delivered by Mr. Sachin Kamath, Area Sales Manager – Appliances Division (Telangana), TTK Prestige Ltd., Hyderabad, and a proud alumnus of SDMIMD.
Mr. Kamath provided an in-depth perspective on the dynamics of sales and distribution. He emphasized that sales is a science, rooted in understanding consumer and retailer behavior and developing strategies accordingly. The session shed light on the three key types of marketing—primary, secondary, and tertiary—and how planning varies across these stages.
Highlighting the importance of research in sales, Mr. Kamath elaborated on various forms such as product research, competitor analysis, mystery shopping, communication research, and white space analysis, illustrating each with real-world examples.
He also discussed several practical aspects of sales and marketing, including tertiary designs, ARD appointments, dealer meets, sales planning, and incentive structures. Through insightful case studies and industry experiences, Mr. Kamath helped students connect theory with real-time business practices.
The session was coordinated by Dr. Nandakishore Shetty, Associate Professor – Marketing. Students of the Sales and Distribution Management course actively participated and gained valuable insights into the practical side of marketing management.
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