Strategic planning is a process that involves the entire company from the marketing team to the sales force. According to the text, strategic planning needs to be well integrated and highly coordinated. "Marketing must create a strategic plan that is consistent with the strategic plan of the total company. In turn, planning by the sales department is determined by the strategic marketing plan. In this sense, planning starts at the top and works its way …
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showed last 75 words of 863 total
…benefits from satisfied clients that have value-added services. In conclusion, the world of sales management takes input by the entire company and buy-in by all. Sales management strategies have advantages and disadvantages from different angles. Internet selling, selling via multiple sales channels and consultative selling all have a place in today's organizations. References: R. Spiro, W. J. Stanton, & G. A. Rich. Management of a Sales Force (11th ed.). McGraw Hill, 2003. Burr Ridge, IL