Analyzing the effect of sales and distribution function performance over supply chain performance in supply chain management

The factories and the network of distribution choices are the providers of supplying the materials of a supply chain, transforming these materials to intermediate products or final products and distributing these final products to the customers. The structure of the chain even changes according to the industries and companies; it is used in service and production organizations. Sales and sales activities are the main object of the production and the function of distribution. They are one of the most important elements of supply chain management. The way that the companies use for selling their products to the consumers affects the selling rates, so this shows how the studies about these issues are needed. The aim of this study is examining the impact of the performance of sales distribution function in supply chain management on whole supply chain performance.In this study, first of all the findings obtained from a study of literature related with the supply chain management, sizes of supply chain performance, the systems of measuring and evaluating the performance, the usage of Analytic Hierarchy Process (AHP) on supply chain management and on the systems of evaluating the performance. The main subjects like supply, supply chain and SCM are mentioned on 3rd and 4th sections with the aim of contributing to the perception of the notion of supply. In the 5th section, the basic notions related with The Function of Sales Distribution on Supply Chain Management are mentioned. In the sixth section, the traditional performance evaluation approaches and the defects of these approaches and the issues related with performance evaluation approaches which can be used on supply chain management are discussed with the conceptual issues related with evaluating the performance on Supply Chain Management. The seventh section of the study which composes the application section is composed of the application of the questionnaire which is formed for examining the impact of the performance of Function of Sales Distribution on whole performance of chain and its statistical evaluation by using the method of Fuzzy AHP. And in the last section, the importance of the sales function is emphasized by introducing the findings obtained from the study.