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 activity is to demonstrate your understanding of the sales management process in an applied context.

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