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What is the best way to Describe at least three sales management strategies currently used in organizations.
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- Identify the advantages and disadvantages of each strategy.
- Provide examples of situations in which each strategy could best be used.
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What is the best way to describe at least three sales management strategies currently used in organizations?
Three sales management strategies are:
- Control based sales management strategy: The top sales managers set up elaborate control systems to ensure that sales personnel carry out the company policies. There are checks and confirmations at every step. Even though the sales personnel have excellent skills their activities are closely monitored and controlled by the sales managers.
- Recognition based sales management strategy: This is a reward bases sales strategy. The sales persons are rewarded for different types of performances. Sales person are rewarded for brand promotion, for meeting sales targets, for profitability targets, for training new salespersons and for building accounts. The rewards are given in function of celebration. Further there are different types of awards given to sales persons.
- Plan based sales strategy: The planning approach develops sales reps, insists on regular report and sets up metrics for evaluating the results of the sales reps. Usually, this approach systematically uses planning, recruiting, training, leading and controlling the sales reps.
- Identify the advantages and disadvantages of each strategy.
- Control based sales management strategy: Advantages of this strategy is that the sales manager closely controls the activities of the sales …
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