This document summarizes a lecture on strategic sales force management. It discusses how the marketing concept has evolved and modern sales managers understand that the sales force is just one part of the company's overall marketing strategy. It also covers how strategic planning occurs at different levels from the overall company plan down to the sales force plan. Key aspects of strategic planning like objectives, strategies, and tactics are defined. Recent trends in strategic planning like the impact of the internet and using multiple sales channels are also summarized.