Selling Agricultural Inputs in Brazil: A Framework for Sales Planning and Management

Topics:
Incentives and Compensation,
Sales Force Design
Tags:
Framework,
Sales,
Sales Force Management,
Sales Strategy
Source:
International Food & Agribusiness Management Association

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Overview: 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 orientation towards an organized group of actions for sales managers. Besides, particular industries may ask for new considerations and a deep exploration on aspects which are briefly discussed in general frameworks. This paper aims at proposing a framework for sales planning and management considering the particular environment of the agricultural input industry in Brazil and integrating sales research advances.

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Format: PDF | Size: 94KB | Date: Jun 2005 | Pages: 14

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