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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
- Quantitative assessment
- Behavioral evaluation