This preview shows page 1. Sign up to view the full content.
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
Maximize the value of the transacti...
View Full Document
This note was uploaded on 01/22/2014 for the course MARKETING 5460 taught by Professor Davidpauwels during the Winter '14 term at Wayne State University.
- Winter '14