This document discusses key aspects of sales management including account management, pipeline management, call management, and territory management. It notes that territory management involves identifying, prioritizing, and calling on target customers to gain new business and retain existing customers. Poor territory design can lead to issues like inadequate market coverage, unequal workloads, lack of control over the workforce, and depressed morale. The sales process is described as an ecosystem that sales professionals must drive and align with the customer buying process.

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