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.

Salary vs$.$ commission

Review sales reports

Goals at Xerox

Multistage screening

process

Customer satisfaction

$\backslash$table$[[$Sales plan formulation,Sales plan implementation,Salesforce evaluation$],[$Setting Objectives,$\backslash$table$[[$Salesforce recruitment and$],[$selection$]],$Quantitative assessment$],[$Organizing the salesforce,Salesforce training,$($ini$)]]$