Selling, learning, strategy, motivation, sales, coaching, pipeline

1. There is some overlap from one fundamental to another.
Note
Account management: The
identification and analysis of key
accounts and the development of
strategies to grow, enhance and
maintain long-term profitable
growth.
3
Pipeline Management: The intersection
of the fedex selling process and the
customer’s buying process.
2
Call Management: The planning
process and procedures designed
to move opportunities and
relationships forward.
1
Territory Management: The process
of identifying, prioritizing and
calling on target customers to gain
new business and grow and retain
existing business.
4

2. Poor territory
design can lead to
inadequate market
coverage, unequal
workload, lack of
control over the
workforce and
depressed morale.
6
5
The sales process is an ecosystem.
The sales
professional
has to drive this
process and
align it with the
customer
buying
process