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6 figure11thesalesmanagementprocess

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Unformatted text preview: ness is the degree to which the organization achieves a stated objective. Organizational efficiency refers to the amount of resources used to achieve an organizational goal. 6 FIGURE 1.1 THE SALES MANAGEMENT PROCESS Sales Management Functions 7 Planning Strategic ◦ Long term ◦ Entire firm goals Tactical ◦ Annual ◦ Functional specific goals Operational ◦ Detailed activities for each member of a function 8 Business to Business Relationship driven Maximize the value of the relationship Small, focused target market Multi­step buying process, longer sales cycle Brand identity created on personal relationship Educational and awareness building activities Rational buying decision based on business value Business to Consumer Product driven Maximize the value of the transacti...
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