Sales Force Management, 13th Edition

CHAPTER 5

The Strategic Role of Information in Sales Management

LEARNING OBJECTIVES

Sales managers are both users and generators of information. The sales manager’s role with regard to generating, analyzing, and disseminating information is vital to the success of both the firm’s marketing strategy and the success of its individual salespeople. Important decisions at all levels of the organization are affected by how well sales managers use information.

This chapter presents a look at several of the key ways sales managers perform this vital information management role including forecasting sales, setting quotas, establishing the size and territory design of the sales force, and performing sales analysis for managerial decision making. Specifically, ...