Sales management for successful organizations

Successful organizations are the ones that place customers at the core of the firm strategies. The salesforce is expected to play a pivotal role and are key to organizational success, as they represent the face of the organization being the first line of customer contact. Therefore, putting together a winning salesforce is one of the most significant decisions made in sales management. This would entail generating, analyzing, utilizing and disseminating information critical to the success of salespeople. In fact, the result of decisions made at all levels of the organization is largely contingent on how effective sales managers utilize this information.

Review Chapters 3, 4, & 5 in the textbook

The promotion mix (also known as the integrated marketing communications mix) consists of the various ways the firm communicates with its customers about its product offerings. These include personal selling, advertising, public relations and publicity, sales promotion, direct response and the like. Find an example of a company that you believe does a really good job of actually integrating these approaches to communications. What are things that make this company approach so successful?

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