Sales Strategies - Sales Management MKT/469

Strategic planning is a process that involves the entire company from the marketing team to the sales force. According to the text, strategic planning needs to be well integrated and highly coordinated. "Marketing must create a strategic plan that is consistent with the strategic plan of the total company. In turn, planning by the sales department is determined by the strategic marketing plan. In this sense, planning starts at the top and works its way down guiding the entire organization. …