Reference no: EM132245579

Sales Management Process

This activity is important because selling must be managed if it is going to contribute to a firm’s marketing objectives. Although firms may differ in their application of the process, sales management consists of three interrelated functions: (1) sales plan formulation, (2) sales plan implementation, and (3) salesforce evaluation.

The goal of this exercise is to demonstrate your understanding of the sales management process in an applied context.

Sales plan formulation

Sales plan implementation

Salesforce evaluation

Read the description of the scenario and then match it to the appropriate stage of the sales management process.

Organizing the salesforce:

Developing account management policies:

Salesforce training:

Salesforce motivation and compensation:

Quantitative assessment:

Behavioral Evaluation:

Salesforce recruitment and selection:

Setting Objectives:

Update target list, Continous training, Customer satisfaction, Salary vs. commision, Multi-stage screening process, Review sales reports, Handling new energy drink, Goals at Xerox.