Strategic Sales Management: A Boardroom Issue


The pressure is on for strategic sales management. We attempt to alleviate this pressure for all arenas by explaining first of all that strategic sales management works: we present data which reveal that corporate financial performance depends on a well-run sales force. We next turn to the importance of customer selection, customer focus and customer retention. We explain the importance of designing a sales force architecture around a carefully defined sales task. Finally, we delineate a three-part sales management system that will help you integrate these activities to make strategic sales management the cornerstone of an organization dedicated to dealing with today's customers in today's competitive world.
Subjects: Article Summaries, Marketing
Source: Benson P. Shapiro, Adrian J. Slywotzky and Stephen X. Doyle, strategy+business, Third Quarter, 1997 (visit original source)  
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