Four very Critical and Strategic Questions
Many SMMs overlook the strategic importance of the composition and configuration of their sales force and sales channel. The issue of sales force and sales channel should be considered as soon as C-P-M™ and financial analyses are completed. C-P-M™ will show the number and location of customers and prospects, which in turn will give some indication of the sales coverage needed to serve them. Since sales coverage requires working capital, SMMs should consider the following four strategic questions early in the strategy development process after completing C-P-M™.
1. How many sales people will be needed to provide sales coverage and to implement the growth strategies?
2. What is the best geographical deployment ...
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