Sales Strategy The Strategy of the Sales Manager

The strategy for personal selling is known as the sales strategy. An effective sales strategy provides a plan for where and how members of a sales force will spend their time, especially their time interacting with customers. The sales strategy described here is the strategy that the manager of a team of sales representatives develops and uses.

Note that there are similar sales strategies for national or regional sales managers, or for the sales representatives themselves. Each of those strategies would have the same components but at a different level of aggregation. For example, the sales strategy for the national sales manager would show the allocation of the selling time of the entire sales force across all products and services. The sales strategy for the individual sales representative would show the allocation of their selling time across the products and services that they are responsible to sell.

Continue reading here: Sales Objectives

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