Figure 17-3
-Figure 17-3 depicts the sales management process that involves three interrelated functions.Box A refers to

Question

Figure 17-3 
-Figure 17-3 depicts the sales management process that involves three interrelated functions.Box A refers to

Quizplus · Accepted Answer

Box A refers to the sales plan formulation function, which involves developing a strategy for achieving sales goals and objectives. The other functions depicted in the figure include sales force determination (Box B), which involves recruiting and selecting salespeople; sales force communication (Box C), which involves training, motivating, and directing salespeople; and sales force evaluation (Box D), which involves assessing the performance of the sales force and making necessary adjustments to the sales plan.

Figure 17-3 -Figure 17-3 Depicts the Sales Management Process That Involves Three