chapter  10
26 Pages

PUTTING THE ELEMENTS TOGETHER: A ROADMAP FOR EFFECTIVE SELLING AND SALES MANAGEMENT

In this chapter, we put the elements of the X-Be framework together to formulate different roadmaps for selling to organizations and consumers. In particular, we focus on how sellers could apply those elements to conduct and manage their sales communications and interactions with their customers in an integrated manner. We also discuss other salesrelated issues that can be analyzed and effectively resolved within the X-Be framework. These issues include management by objectives (MBO) in sales, sales opportunity management, sales forecasting, selling skills, personal and non-personal selling and combination thereof.