ABSTRACT
Every successful business needs a plan. It makes no difference if it is just starting out or already established. Sales and sales management is no different. A sales organization, including the salesperson, should employ a plan of action, or sales strategy. This plan includes the setting of goals and deciding which strategies and tactics to use to reach them. It is crucial that the sales planning be done carefully. If it is not, its impact will ultimately affect the selling process negatively.
