to make sure you are effective the outside sales staff needs to be well organized and focused in their daily activites, way they direct their efforts everyday need to be and expression of the overall marketing plan and the sales and marketing strategy of the company.
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to ensure that this case the sales manager most work with each person in the sales force to help them direct and target the efforts.
the sales manager provides the salesperson with leadership.
- provide marketing research materials derived from the company business plan.
- assist the salesperson where neccessary to relate this marketing research to the salesperson territory.
- give direction to the salesperson on prioritizing and directing them in field activites.
the important of targeting sales activity.
marketing plan will usually have way within the target market plan, this are integral part of overall plan to specific groups of customers in marketing research indicates in business product.
- at the territory or field level marketing plans often breakdrown lose their effect because of poor territory planning and target marketing.
- field activity loses focus and tends to drift along paths of least resistance.
- mount campaigns periodically that tends to take a total market approach, consequently rather than being focused, marketing budgets may be spread too thinly.
- the sales staff may appear to be very busy but, in reality, thay are often spinning their wheels and not marking the best use of their time, the business is better served by concentrating the business and the sales staffs effort on major business segment.
in sales territory management we discussed how important it is that the sales manager relates field sales activity directly to the goals and results of the marketing.
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