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 exercise 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 Continuous training Customer satisfaction Multi-stage screening process Sales plan formulation Sales plan implementation Salesforce evaluation Update target list Salary vs. commission Review sales reports Handling new energy Salesforce recruitment and selectiorn Setting Objectives Quantitative assessment Organizing the salesforce Salesforce training Behavioral Evaluation drink Developing account management policies Salesforce motivation and compensation Goals at Xerox