The paper "Sales and Distribution Management" is a brilliant example of a term paper on marketing. For an organization to perform better in the market, it must consider its strategic plans for distributing their products to customers. The supply chain must be effective in order to ensure that the customers are satisfied with what they want (Anderson & Dekker 2009). There should be clear communication between different parties involved in the marketing or distribution process like the project manager who inspects the products being dispatched and the and the sales manager who places an order and also draws the specification of the products to be delivered to the customers.
In this regard, an organization can deliver the required materials to customers and can be a strength for the organization to gain a competitive advantage by attracting many customers. This paper will be analyzed based on the structural steel industries specialized in supplying steel to other industries and construction companies. The paper will further discuss the main challenges facing the company in its supply of steel to Laredo Construction Company.
Structural steel industries had the contract of supplying steel to Laredo Company but in the due course, there was a misunderstanding between the two companies. This paper will, therefore, try to analyze the case study and the problems encountered in the distribution. It will also discuss ways in which to prevent these problems and finally the parties which should be involved in project management. Problems encountered in sales and distribution management There are various problems which are encountered in the sales and distribution department which affect the smooth flow in the distribution department. The first problem encountered is a lack of responsibility (Brenda 2009).
In this case study, we see that there are many departments that are involved in the Laredo project. Because this was a federal government project, it was expected that the structural steel industries supply steel which is locally made as the law requires. However, the company did not supply a hundred percent local steel instead included forty percent Mexican steel and supplied it. When the Laredo construction company found out that the steel was not a hundred percent locally manufactured, there was nobody in the supply company responsible for the mistake.
Both the production, project and shipping managers assumed that the steel is a hundred percent local and they were not aware that they were shipping 40% Mexican steel. This mistake happened because of a lack of responsibility as all the team members did not execute their duties effectively. Another problem encountered in sales and distribution management is the lack of proper specifications. Lack of clear specifications can lead to the supply or delivery of wrong materials because when there is no specification or the order is based on past experience, the supplier may supply materials based on the previous orders which may not be applicable (Marianna 2005).