ABSTRACT
This chapter is about drawing up strategic action plans to guide your action research. You will be able to explain to others, including colleagues in your company and your academic supervisors, what you hope to achieve and how you plan to do so. The connecting and appointing phase of the sales process is used as an example, because this also involves drawing up strategic action plans. You plan how you are going to connect with customers to make an appointment. In the first stage of your sales research, when you focused on prospecting (Chapter 4) you asked, ‘Who am I going to sell to?’ Now you ask, ‘How am I going to do this? How do I connect and meet with prospects so I can sell them the product?’
