Marketing Skills Council
Report on Guest Session: Practical aspects of Sales and Distribution Management
Resource Person: Mr. Sagar Shah, Sales Manager, Finolex Cables Ltd.
Audience: Marketing Students, Batch 2024–2025
Date: 18/11/2025
Venue: Marketing Class, NCM Building
A guest session on sales and distribution management was conducted for the Marketing students, delivered by Mr. Sagar Shah from Finolex Cables Ltd. He began by sharing his
inspiring journey from zero to one in the sales field, highlighting the importance of hard work, communication skills, and continuous learning.
Mr. Shah explained key aspects of sales management, including understanding customer needs, achieving targets, and maintaining strong client relationships. He also discussed essential concepts of distribution management, such as channel selection, dealer coordination, inventory control, and logistics.
The session ended with an engaging Q&A, where Mr. Shah patiently answered all student queries, addressing their concerns and clearing their doubts with practical examples.
Overall, the session was highly informative, motivating, and helpful for students in understanding real-world sales and distribution practices.
Key Highlights
Managing Sales Effectively
He provided a detailed overview of essential sales management concepts such as:
Understanding customer needs
Building long-term client relationships
Achieving monthly and annual targets
Territory management
Importance of negotiation and follow-up
He also highlighted the role of data, field visits, and market intelligence in making effective sales decisions.
Distribution Management
Mr. Shah explained the distribution structure at Finolex Cables and discussed how effective distribution ensures product availability, timely delivery, and brand visibility.
Key points included:
Channel design and selection
Dealer and distributor management
Inventory planning
Logistics coordination
Handling conflicts within the distribution network
Students gained clarity on how distribution acts as the backbone of a successful sales strategy.
Interactive Session and Query Handling
The session concluded with an interactive Q&A round where Mr. Sagar Shah patiently addressed students’ concerns and doubts.
Some of the common questions revolved around:
Career opportunities in sales
Difference between B2B and B2C selling
Challenges faced in distribution
Skills required to excel in a sales role
Mr. Shah provided practical, experience-based answers and encouraged students to approach sales as a dynamic and rewarding career path.
