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Case Study The company was spending huge sums on marketing but not seeing the expected revenue from the generated leads. There was a genuine desire to achieve revenue targets and a View amongst senior management that this could be best achieved by training up the frontline salespeople. The situation had become serious as the business was sustaining losses. Case Study Discussion Question I Which of the activities do you consider is the most important for the sales management In apply? a How can you help the salespeople boost their confidence to achieve the target revenue? 0 What plan are you going to do to settle the losses of your business