Matching Sales Management Behavior with Organizational Strategy (Manuscripts‪)‬

BACKGROUND Selling and the management of the selling activity are vital ingredients to most organizations. Significant budgets are regularly deployed in the recruitment, selection, training, and retention of effective sales people. Sales activities that are in tune with the organization's overall strategic thrust should be more effective. Yet the link between specific strategic approaches and street-level actions of sales managers and sales people is at best vague and unclear. At worst, and perhaps this is most often the case, there is no visible connection between strategy and selling/sales management whatsoever.