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BUS 3000 Research Guide: Sales Planning

Sales Management Interrelated Functions

The steps below are elements of the sales plan, and have have been extracted from: Kerin, R. A., Hartley, S. W.; & Rudelium, W. (2013). Marketing. 11th ed. McGraw-Hill Irwin. 

Sales Plan Formulation:

  • Set Objectives
  • Organize the salesforce
  • Develop account management policies

Sales Plan Implementation

  • Salesforce recruitment and selection
  • Salesforce training
  • Salesforce motivation and compensation

Salesforce evaluation

  • Quantitative assessment
  • Behavioral evaluation