Innovative Sales Planning and Management: A Framework Proposition

Sales are a broad and well explored field of research. However, conceptual frameworks for sales planning and management emphasize just one aspect or another and may lack managerial orientation towards an organized group of actions for sales managers. Besides, the industrial sector may ask for new considerations and a deep exploration on aspects that are briefly discussed in general frameworks. This paper aims at proposing a framework for industrial sales planning and management and integrates recent sales research advances.

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Business Perspectives