SlideShare a Scribd company logo

Chapter 2 strategic sales force management

•Download as PPT, PDF•
•
Lo-Ann Placido
Lo-Ann Placido

Mktg 5 Sales Management

Business
1 of 22
Strategic Sales Force Management
“ In Order to achieve marketing objectives, the sales force must be seen as an integral part of the marketing strategy” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Continuation….. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Continuation……. ,[object Object],[object Object],[object Object],[object Object]
The Marketing Concept and Marketing Management ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Four stages in the evolution of marketing management ,[object Object],[object Object],[object Object],[object Object]
Continuation…. ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],Relationship Marketing
Relationship Marketing ,[object Object],[object Object]
Relationship Marketing ,[object Object],[object Object]
Relationship Marketing ,[object Object],[object Object]
Relationship Marketing ,[object Object],[object Object]
Integrating Marketing and Sales Functions ,[object Object],[object Object],[object Object]
Integrating and Production Sales ,[object Object]
Strategic Planning ,[object Object],[object Object],[object Object]
Strategic Planning at the Company, Marketing, and Sales Force levels The strategic planning on all level in the firm should be well integrated and highly coordinated Strategic Planning for the Total Company Strategic Planning for the total company involves determining the organizations mission, the Board Objectives (Goals) that will enable the company to fulfill its mission, and the strategies and tactics needed to achieve the objectives.
Strategic Planning for the Total Company 1 st Determine the company’s mission 2 nd Management set broad goals consistent with that mission Example: The company may aim to earn a 20% ROI next year or to increase its market share from 8% to 20% in 3 years. 3 rd Select the strategy to be used to reach the goal Goals Possible Strategies 1. Earn 20% ROI next year. ,[object Object],[object Object],2. Increase market share form 8% to 20% in 3 years ,[object Object],[object Object],[object Object]
Strategic Marketing Planning Once the total company planning process is completed, essentially the same procedure can be repeated for the marketing Program the Goals, Strategies, and Tactics at the Marketing level are closely related to those at the corporate level. Company Goal Company Strategy Marketing Strategy 1. Earn 20% ROI Cut marketing costs by 15% this year Reduce direct selling efforts by using wholesalers to reach small accounts 2. Increase market share from present 8% to 20% Intensify marketing efforts in domestic markets Enter new markets
[object Object],[object Object],Corporate Goal: Increase market share from 8% to 20% in two years Corporate Strategy (Marketing Goal): Intensify market efforts in domestic markets to increase sales volume by 3M next year Marketing Strategy (sales force goal): ,[object Object],[object Object]
[object Object],[object Object],Marketing Strategy Sales Force Strategy Sales force Tactics a. Enter new markets Build long-term customer relations ,[object Object],[object Object],b. Sell aggressively in existing markets Increase sales force motivation ,[object Object],[object Object],[object Object]
Strategic Trends ,[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Recommended

Product issues in channel management
Product issues in channel managementProduct issues in channel management
Product issues in channel management
YinGYinYanG Yin-Yang
 
CHAPTER 2 Marketing Management
CHAPTER 2 Marketing ManagementCHAPTER 2 Marketing Management
CHAPTER 2 Marketing Management
PeleZain
 
Selection of channel partners
Selection of channel partnersSelection of channel partners
Selection of channel partners
Kritika Ohri
 
Managing retailing, wholesaling and logistics
Managing retailing, wholesaling and logisticsManaging retailing, wholesaling and logistics
Managing retailing, wholesaling and logistics
jiten parmar
 
PRODUCT PLANNING
PRODUCT PLANNINGPRODUCT PLANNING
PRODUCT PLANNING
KvNajla
 
Sales and Distribution Management
Sales and Distribution ManagementSales and Distribution Management
Sales and Distribution Management
cpjcollege
 
Integrated Marketing Communication Strategy
Integrated Marketing Communication StrategyIntegrated Marketing Communication Strategy
Integrated Marketing Communication Strategy
Hisham Salah, MBA, PMD
 
Direct marketing
Direct marketingDirect marketing
Direct marketing
Aulia Hakim
 

Recommended

Product issues in channel management
Product issues in channel managementProduct issues in channel management
Product issues in channel management
YinGYinYanG Yin-Yang
 
CHAPTER 2 Marketing Management
CHAPTER 2 Marketing ManagementCHAPTER 2 Marketing Management
CHAPTER 2 Marketing Management
PeleZain
 
Selection of channel partners
Selection of channel partnersSelection of channel partners
Selection of channel partners
Kritika Ohri
 
Managing retailing, wholesaling and logistics
Managing retailing, wholesaling and logisticsManaging retailing, wholesaling and logistics
Managing retailing, wholesaling and logistics
jiten parmar
 
PRODUCT PLANNING
PRODUCT PLANNINGPRODUCT PLANNING
PRODUCT PLANNING
KvNajla
 
Sales and Distribution Management
Sales and Distribution ManagementSales and Distribution Management
Sales and Distribution Management
cpjcollege
 
Integrated Marketing Communication Strategy
Integrated Marketing Communication StrategyIntegrated Marketing Communication Strategy
Integrated Marketing Communication Strategy
Hisham Salah, MBA, PMD
 
Direct marketing
Direct marketingDirect marketing
Direct marketing
Aulia Hakim
 
Nature of sales management
Nature of sales managementNature of sales management
Nature of sales management
deepak dhar dwivedi
 
Product line
Product lineProduct line
Product line
Lovely Ann Caluag
 
Managing Mass Communications, Five M’s of Marketing, Advertising
Managing Mass Communications, Five M’s of Marketing, AdvertisingManaging Mass Communications, Five M’s of Marketing, Advertising
Managing Mass Communications, Five M’s of Marketing, Advertising
Anshuman Singh
 
Designing and Managing Integrated Marketing Communications
Designing and Managing Integrated Marketing CommunicationsDesigning and Managing Integrated Marketing Communications
Designing and Managing Integrated Marketing Communications
Choudhry Asad
 
Distribution Channel/Marketing Channels by Amitabh Mishra
Distribution Channel/Marketing Channels by Amitabh MishraDistribution Channel/Marketing Channels by Amitabh Mishra
Distribution Channel/Marketing Channels by Amitabh Mishra
Dr. Amitabh Mishra
 
Evalauating channel member performance
Evalauating channel member performanceEvalauating channel member performance
Evalauating channel member performance
SougataSarkar11
 
Motivating the channel members
Motivating the channel membersMotivating the channel members
Motivating the channel members
Shwetanshu Gupta
 
Introduction to Sales and Distribution Management
Introduction to Sales and Distribution ManagementIntroduction to Sales and Distribution Management
Introduction to Sales and Distribution Management
Sameer Chandrakar
 
Chapter 7 advertising-design-message-strategies-executional-frameworks -addit...
Chapter 7 advertising-design-message-strategies-executional-frameworks -addit...Chapter 7 advertising-design-message-strategies-executional-frameworks -addit...
Chapter 7 advertising-design-message-strategies-executional-frameworks -addit...
Prof.(Dr.) Hong K. D.Litt, D.Sc., PhD.ក្រោយបណ្ឌិត
 
Integrated marketing communication
Integrated marketing communicationIntegrated marketing communication
Integrated marketing communication
FCB Brandfirst Nigeria
 
Marketing communications
Marketing communicationsMarketing communications
Marketing communications
Saxbee Consultants
 
Integrated Marketing Communications
Integrated Marketing CommunicationsIntegrated Marketing Communications
Integrated Marketing Communications
Davidt123
 
Distribution channel-decisions ppt
Distribution channel-decisions pptDistribution channel-decisions ppt
Distribution channel-decisions ppt
Vijayakumar Kumar
 
Designing and managing integrated marketing channels
Designing and managing integrated marketing channelsDesigning and managing integrated marketing channels
Designing and managing integrated marketing channels
Pranjal Mathur
 
The Role of Integrated Marketing Communications
The Role of Integrated Marketing CommunicationsThe Role of Integrated Marketing Communications
The Role of Integrated Marketing Communications
Asia Pacific Marketing Institute
 
Marketing strategy
Marketing strategyMarketing strategy
Marketing strategy
Prashant Mehta
 
international sales management
international sales management international sales management
international sales management
Sunitha Ratnakaram
 
Chap21 Regulation Of Advertising And Promotion
Chap21 Regulation Of Advertising And PromotionChap21 Regulation Of Advertising And Promotion
Chap21 Regulation Of Advertising And Promotion
Phoenix media & event
 
Chapter 1 introduction to sales and distribution management
Chapter 1 introduction to sales and distribution managementChapter 1 introduction to sales and distribution management
Chapter 1 introduction to sales and distribution management
Nishant Agrawal
 
Distribution strategy ppt
Distribution strategy pptDistribution strategy ppt
Distribution strategy ppt
Shirley Poliquit
 
Chapter01 Managing The Sales Force
Chapter01 Managing The Sales ForceChapter01 Managing The Sales Force
Chapter01 Managing The Sales Force
Moch Kurniawan
 
Sales force motivation and compensation
Sales force motivation and compensationSales force motivation and compensation
Sales force motivation and compensation
radhannur
 

More Related Content

What's hot

Motivating the channel members
Motivating the channel membersMotivating the channel members
Motivating the channel members
Shwetanshu Gupta
 
Integrated Marketing Communications
Integrated Marketing CommunicationsIntegrated Marketing Communications
Integrated Marketing Communications
Davidt123
 
Distribution channel-decisions ppt
Distribution channel-decisions pptDistribution channel-decisions ppt
Distribution channel-decisions ppt
Vijayakumar Kumar
 
Designing and managing integrated marketing channels
Designing and managing integrated marketing channelsDesigning and managing integrated marketing channels
Designing and managing integrated marketing channels
Pranjal Mathur
 
Chap21 Regulation Of Advertising And Promotion
Chap21 Regulation Of Advertising And PromotionChap21 Regulation Of Advertising And Promotion
Chap21 Regulation Of Advertising And Promotion
Phoenix media & event
 

What's hot (20)

Nature of sales management
Nature of sales managementNature of sales management
Nature of sales management
 
Product line
Product lineProduct line
Product line
 
Managing Mass Communications, Five M’s of Marketing, Advertising
Managing Mass Communications, Five M’s of Marketing, AdvertisingManaging Mass Communications, Five M’s of Marketing, Advertising
Managing Mass Communications, Five M’s of Marketing, Advertising
 
Designing and Managing Integrated Marketing Communications
Designing and Managing Integrated Marketing CommunicationsDesigning and Managing Integrated Marketing Communications
Designing and Managing Integrated Marketing Communications
 
Distribution Channel/Marketing Channels by Amitabh Mishra
Distribution Channel/Marketing Channels by Amitabh MishraDistribution Channel/Marketing Channels by Amitabh Mishra
Distribution Channel/Marketing Channels by Amitabh Mishra
 
Evalauating channel member performance
Evalauating channel member performanceEvalauating channel member performance
Evalauating channel member performance
 
Motivating the channel members
Motivating the channel membersMotivating the channel members
Motivating the channel members
 
Introduction to Sales and Distribution Management
Introduction to Sales and Distribution ManagementIntroduction to Sales and Distribution Management
Introduction to Sales and Distribution Management
 
Chapter 7 advertising-design-message-strategies-executional-frameworks -addit...
Chapter 7 advertising-design-message-strategies-executional-frameworks -addit...Chapter 7 advertising-design-message-strategies-executional-frameworks -addit...
Chapter 7 advertising-design-message-strategies-executional-frameworks -addit...
 
Integrated marketing communication
Integrated marketing communicationIntegrated marketing communication
Integrated marketing communication
 
Marketing communications
Marketing communicationsMarketing communications
Marketing communications
 
Integrated Marketing Communications
Integrated Marketing CommunicationsIntegrated Marketing Communications
Integrated Marketing Communications
 
Distribution channel-decisions ppt
Distribution channel-decisions pptDistribution channel-decisions ppt
Distribution channel-decisions ppt
 
Designing and managing integrated marketing channels
Designing and managing integrated marketing channelsDesigning and managing integrated marketing channels
Designing and managing integrated marketing channels
 
The Role of Integrated Marketing Communications
The Role of Integrated Marketing CommunicationsThe Role of Integrated Marketing Communications
The Role of Integrated Marketing Communications
 
Marketing strategy
Marketing strategyMarketing strategy
Marketing strategy
 
international sales management
international sales management international sales management
international sales management
 
Chap21 Regulation Of Advertising And Promotion
Chap21 Regulation Of Advertising And PromotionChap21 Regulation Of Advertising And Promotion
Chap21 Regulation Of Advertising And Promotion
 
Chapter 1 introduction to sales and distribution management
Chapter 1 introduction to sales and distribution managementChapter 1 introduction to sales and distribution management
Chapter 1 introduction to sales and distribution management
 
Distribution strategy ppt
Distribution strategy pptDistribution strategy ppt
Distribution strategy ppt
 

Viewers also liked

Chapter01 Managing The Sales Force
Chapter01 Managing The Sales ForceChapter01 Managing The Sales Force
Chapter01 Managing The Sales Force
Moch Kurniawan
 
Sales force recruitment and selection (1)
Sales force recruitment and selection (1) Sales force recruitment and selection (1)
Sales force recruitment and selection (1)
Deepak Kumar
 
Salesforce Recruitment & selection-SDM
Salesforce Recruitment & selection-SDMSalesforce Recruitment & selection-SDM
Salesforce Recruitment & selection-SDM
Dhaval Gurnani
 
Sales territories and quotas
Sales territories and quotasSales territories and quotas
Sales territories and quotas
yogesh kumar
 

Viewers also liked (8)

Chapter01 Managing The Sales Force
Chapter01 Managing The Sales ForceChapter01 Managing The Sales Force
Chapter01 Managing The Sales Force
 
Sales force motivation and compensation
Sales force motivation and compensationSales force motivation and compensation
Sales force motivation and compensation
 
Chapter 4 Management of Sales Territories and Quotas
Chapter 4 Management of Sales Territories and QuotasChapter 4 Management of Sales Territories and Quotas
Chapter 4 Management of Sales Territories and Quotas
 
Management of Sales Territories and Quotas
Management of Sales Territories and QuotasManagement of Sales Territories and Quotas
Management of Sales Territories and Quotas
 
Sales force recruitment and selection (1)
Sales force recruitment and selection (1) Sales force recruitment and selection (1)
Sales force recruitment and selection (1)
 
Salesforce Recruitment & selection-SDM
Salesforce Recruitment & selection-SDMSalesforce Recruitment & selection-SDM
Salesforce Recruitment & selection-SDM
 
Sales territories and quotas
Sales territories and quotasSales territories and quotas
Sales territories and quotas
 
Sales force management
Sales force managementSales force management
Sales force management
 

Similar to Chapter 2 strategic sales force management

Marketing plan-final-1201071514114303-4
Marketing plan-final-1201071514114303-4Marketing plan-final-1201071514114303-4
Marketing plan-final-1201071514114303-4
Hassan Ali
 
Marketing Plan
Marketing PlanMarketing Plan
Marketing Plan
s.munthe
 
Chapter2 Strategic Planning And The Marketing Process
Chapter2 Strategic Planning And The Marketing ProcessChapter2 Strategic Planning And The Marketing Process
Chapter2 Strategic Planning And The Marketing Process
dr_ahmadov
 
Mcom 341 week 7 summary
Mcom 341 week 7 summaryMcom 341 week 7 summary
Mcom 341 week 7 summary
schaferv
 
Marketing Planning Process
Marketing Planning ProcessMarketing Planning Process
Marketing Planning Process
Sushant Murarka
 

Similar to Chapter 2 strategic sales force management (20)

Marketing
MarketingMarketing
Marketing
 
Marketing Plan Final
Marketing Plan FinalMarketing Plan Final
Marketing Plan Final
 
Marketing plan-final-1201071514114303-4
Marketing plan-final-1201071514114303-4Marketing plan-final-1201071514114303-4
Marketing plan-final-1201071514114303-4
 
Marketing Plan
Marketing PlanMarketing Plan
Marketing Plan
 
Marketing
Marketing Marketing
Marketing
 
Marketing plan
Marketing planMarketing plan
Marketing plan
 
Alineación estratégica del departamento de Marketing
Alineación estratégica del departamento de MarketingAlineación estratégica del departamento de Marketing
Alineación estratégica del departamento de Marketing
 
Alineación estratégica del departamento de Marketing
Alineación estratégica del departamento de MarketingAlineación estratégica del departamento de Marketing
Alineación estratégica del departamento de Marketing
 
Company and Marketing Strategy Partnering to Build Customer Relationships
Company and Marketing Strategy Partnering to Build Customer RelationshipsCompany and Marketing Strategy Partnering to Build Customer Relationships
Company and Marketing Strategy Partnering to Build Customer Relationships
 
Chapter1
Chapter1Chapter1
Chapter1
 
MK 314 - LECTURE NO. 2.pptx
MK 314 - LECTURE NO. 2.pptxMK 314 - LECTURE NO. 2.pptx
MK 314 - LECTURE NO. 2.pptx
 
MK 314 - LECTURE NO. 2.pptx
MK 314 - LECTURE NO. 2.pptxMK 314 - LECTURE NO. 2.pptx
MK 314 - LECTURE NO. 2.pptx
 
MK 314 - LECTURE NO. 2.pptx
MK 314 - LECTURE NO. 2.pptxMK 314 - LECTURE NO. 2.pptx
MK 314 - LECTURE NO. 2.pptx
 
Chapter2 Strategic Planning And The Marketing Process
Chapter2 Strategic Planning And The Marketing ProcessChapter2 Strategic Planning And The Marketing Process
Chapter2 Strategic Planning And The Marketing Process
 
Mcom 341 week 7 summary
Mcom 341 week 7 summaryMcom 341 week 7 summary
Mcom 341 week 7 summary
 
Managing the marketing effort
Managing the marketing effortManaging the marketing effort
Managing the marketing effort
 
Chapter 2.pdf
Chapter 2.pdfChapter 2.pdf
Chapter 2.pdf
 
Marketing Planning Process
Marketing Planning ProcessMarketing Planning Process
Marketing Planning Process
 
HRM HOSPITALITY
HRM HOSPITALITY HRM HOSPITALITY
HRM HOSPITALITY
 
Ii mm.02.10
Ii mm.02.10Ii mm.02.10
Ii mm.02.10
 

More from Lo-Ann Placido

The philosophical foundations of education
The philosophical foundations of educationThe philosophical foundations of education
The philosophical foundations of education
Lo-Ann Placido
 
Who, what, why, and where
Who, what, why, and whereWho, what, why, and where
Who, what, why, and where
Lo-Ann Placido
 
Chapter 4 selection of human resource
Chapter 4 selection of human resourceChapter 4 selection of human resource
Chapter 4 selection of human resource
Lo-Ann Placido
 
Chapter 3 human resource recruitment
Chapter 3 human resource recruitmentChapter 3 human resource recruitment
Chapter 3 human resource recruitment
Lo-Ann Placido
 
Chapter 1 role of personnel human resource mgnt.
Chapter 1 role of personnel human resource mgnt.Chapter 1 role of personnel human resource mgnt.
Chapter 1 role of personnel human resource mgnt.
Lo-Ann Placido
 

More from Lo-Ann Placido (15)

The philosophical foundations of education
The philosophical foundations of educationThe philosophical foundations of education
The philosophical foundations of education
 
Goal and scope of financial management
Goal and scope of financial managementGoal and scope of financial management
Goal and scope of financial management
 
Henry murray
Henry murrayHenry murray
Henry murray
 
Group dynamics
Group dynamicsGroup dynamics
Group dynamics
 
Who, what, why, and where
Who, what, why, and whereWho, what, why, and where
Who, what, why, and where
 
Chapter 4 selection of human resource
Chapter 4 selection of human resourceChapter 4 selection of human resource
Chapter 4 selection of human resource
 
Chapter 3 human resource recruitment
Chapter 3 human resource recruitmentChapter 3 human resource recruitment
Chapter 3 human resource recruitment
 
Chapter 3 human resource recruitment
Chapter 3 human resource recruitmentChapter 3 human resource recruitment
Chapter 3 human resource recruitment
 
Chapter 2The personal selling process
Chapter 2The personal selling processChapter 2The personal selling process
Chapter 2The personal selling process
 
Chapter 1 Strategic HRM
Chapter 1 Strategic HRMChapter 1 Strategic HRM
Chapter 1 Strategic HRM
 
Chapter 2 models of organizational behavior
Chapter 2 models of organizational behaviorChapter 2 models of organizational behavior
Chapter 2 models of organizational behavior
 
Chapter 1 organizational behavior
Chapter 1 organizational behaviorChapter 1 organizational behavior
Chapter 1 organizational behavior
 
Chapter 1 nature of personal selling
Chapter 1 nature of personal selling Chapter 1 nature of personal selling
Chapter 1 nature of personal selling
 
Chapter 2 strategic human resource planning
Chapter 2 strategic human resource planningChapter 2 strategic human resource planning
Chapter 2 strategic human resource planning
 
Chapter 1 role of personnel human resource mgnt.
Chapter 1 role of personnel human resource mgnt.Chapter 1 role of personnel human resource mgnt.
Chapter 1 role of personnel human resource mgnt.
 

Recently uploaded

Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDINGParadip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
pr788182
 
Jual Obat Aborsi ( Asli No.1 ) 085657271886 Obat Penggugur Kandungan Cytotec
Jual Obat Aborsi ( Asli No.1 ) 085657271886 Obat Penggugur Kandungan CytotecJual Obat Aborsi ( Asli No.1 ) 085657271886 Obat Penggugur Kandungan Cytotec
Jual Obat Aborsi ( Asli No.1 ) 085657271886 Obat Penggugur Kandungan Cytotec
ZurliaSoop
 
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
daisycvs
 
Mifty kit IN Salmiya (+918133066128) Abortion pills IN Salmiyah Cytotec pills
Mifty kit IN Salmiya (+918133066128) Abortion pills IN Salmiyah Cytotec pillsMifty kit IN Salmiya (+918133066128) Abortion pills IN Salmiyah Cytotec pills
Mifty kit IN Salmiya (+918133066128) Abortion pills IN Salmiyah Cytotec pills
Abortion pills in Kuwait Cytotec pills in Kuwait
 
!~+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUD...
!~+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUD...!~+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUD...
!~+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUD...
DUBAI (+971)581248768 BUY ABORTION PILLS IN ABU dhabi...Qatar
 

Recently uploaded (20)

Over the Top (OTT) Market Size & Growth Outlook 2024-2030
Over the Top (OTT) Market Size & Growth Outlook 2024-2030Over the Top (OTT) Market Size & Growth Outlook 2024-2030
Over the Top (OTT) Market Size & Growth Outlook 2024-2030
 
Falcon Invoice Discounting: The best investment platform in india for investors
Falcon Invoice Discounting: The best investment platform in india for investorsFalcon Invoice Discounting: The best investment platform in india for investors
Falcon Invoice Discounting: The best investment platform in india for investors
 
Escorts in Nungambakkam Phone 8250092165 Enjoy 24/7 Escort Service Enjoy Your...
Escorts in Nungambakkam Phone 8250092165 Enjoy 24/7 Escort Service Enjoy Your...Escorts in Nungambakkam Phone 8250092165 Enjoy 24/7 Escort Service Enjoy Your...
Escorts in Nungambakkam Phone 8250092165 Enjoy 24/7 Escort Service Enjoy Your...
 
Falcon Invoice Discounting: Tailored Financial Wings
Falcon Invoice Discounting: Tailored Financial WingsFalcon Invoice Discounting: Tailored Financial Wings
Falcon Invoice Discounting: Tailored Financial Wings
 
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfDr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
 
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
 
BeMetals Investor Presentation_May 3, 2024.pdf
BeMetals Investor Presentation_May 3, 2024.pdfBeMetals Investor Presentation_May 3, 2024.pdf
BeMetals Investor Presentation_May 3, 2024.pdf
 
PHX May 2024 Corporate Presentation Final
PHX May 2024 Corporate Presentation FinalPHX May 2024 Corporate Presentation Final
PHX May 2024 Corporate Presentation Final
 
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
 
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDINGParadip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
 
Jual Obat Aborsi ( Asli No.1 ) 085657271886 Obat Penggugur Kandungan Cytotec
Jual Obat Aborsi ( Asli No.1 ) 085657271886 Obat Penggugur Kandungan CytotecJual Obat Aborsi ( Asli No.1 ) 085657271886 Obat Penggugur Kandungan Cytotec
Jual Obat Aborsi ( Asli No.1 ) 085657271886 Obat Penggugur Kandungan Cytotec
 
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
 
Mifty kit IN Salmiya (+918133066128) Abortion pills IN Salmiyah Cytotec pills
Mifty kit IN Salmiya (+918133066128) Abortion pills IN Salmiyah Cytotec pillsMifty kit IN Salmiya (+918133066128) Abortion pills IN Salmiyah Cytotec pills
Mifty kit IN Salmiya (+918133066128) Abortion pills IN Salmiyah Cytotec pills
 
Falcon Invoice Discounting: Aviate Your Cash Flow Challenges
Falcon Invoice Discounting: Aviate Your Cash Flow ChallengesFalcon Invoice Discounting: Aviate Your Cash Flow Challenges
Falcon Invoice Discounting: Aviate Your Cash Flow Challenges
 
TVB_The Vietnam Believer Newsletter_May 6th, 2024_ENVol. 006.pdf
TVB_The Vietnam Believer Newsletter_May 6th, 2024_ENVol. 006.pdfTVB_The Vietnam Believer Newsletter_May 6th, 2024_ENVol. 006.pdf
TVB_The Vietnam Believer Newsletter_May 6th, 2024_ENVol. 006.pdf
 
Phases of Negotiation .pptx
Phases of Negotiation .pptx Phases of Negotiation .pptx
Phases of Negotiation .pptx
 
joint cost.pptx COST ACCOUNTING Sixteenth Edition ...
joint cost.pptx COST ACCOUNTING Sixteenth Edition ...joint cost.pptx COST ACCOUNTING Sixteenth Edition ...
joint cost.pptx COST ACCOUNTING Sixteenth Edition ...
 
Putting the SPARK into Virtual Training.pptx
Putting the SPARK into Virtual Training.pptxPutting the SPARK into Virtual Training.pptx
Putting the SPARK into Virtual Training.pptx
 
Rice Manufacturers in India | Shree Krishna Exports
Rice Manufacturers in India | Shree Krishna ExportsRice Manufacturers in India | Shree Krishna Exports
Rice Manufacturers in India | Shree Krishna Exports
 
!~+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUD...
!~+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUD...!~+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUD...
!~+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUD...
 

Chapter 2 strategic sales force management

  • 2.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16. Strategic Planning at the Company, Marketing, and Sales Force levels The strategic planning on all level in the firm should be well integrated and highly coordinated Strategic Planning for the Total Company Strategic Planning for the total company involves determining the organizations mission, the Board Objectives (Goals) that will enable the company to fulfill its mission, and the strategies and tactics needed to achieve the objectives.
  • 17.
  • 18. Strategic Marketing Planning Once the total company planning process is completed, essentially the same procedure can be repeated for the marketing Program the Goals, Strategies, and Tactics at the Marketing level are closely related to those at the corporate level. Company Goal Company Strategy Marketing Strategy 1. Earn 20% ROI Cut marketing costs by 15% this year Reduce direct selling efforts by using wholesalers to reach small accounts 2. Increase market share from present 8% to 20% Intensify marketing efforts in domestic markets Enter new markets
  • 19.
  • 20.
  • 21.
  • 22.