Question

Briefly describe the four different types of strategies sales managers must develop and implement.

Answer 1

The four different types of strategies sales managers must develop and implement are: the account targeting strategy, relationship strategy, selling strategy, and sales channel strategy. Account targeting strategy is the classification of accounts within a target market into categories for the purpose of developing strategic approaches for selling to each account or account group. Relationship strategy is a determination of the type of relationship to be developed with different account groups. The selling strategy involves the planning of sales messages and interactions with customers. Selling strategy can be defined at 3 levels: for a group of customers, such as a sales territory, for individual customers, and for specific customer encounters, referred to as sales calls. Sales channel strategy ensures that accounts receive proper selling effort and coverage.