Innovative Sales Planning and Management: A Framework Proposition

Abstract

Abstract Sales is 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 orienta-tion 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 research aims at proposing a framework for industrial sales planning and man-agement and integrates recent sales research advances. The sales organizations of three firms were closely followed and documented during two years and the critical aspects on sales faced by them were contrasted to the existing sales literature and classical sales management frameworks. A se-quence of actions is proposed linked to the theoretical foundations used in the work and to the critical sales aspects showed by the firms. Key words: 1. Introduction Sales is a broad and well explored field of research. Sales literature could be grouped into five main topics. First,

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