BUS 3000 Research Guide: Sales Planning

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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