To achieve the corporate sales objectives, planning sales action plan is a necessary step for sales function. This sales action plan not only details the actions assigned to the sales actors (e.g., salespeople, key account managers) but also the timeline of the actions. This plan also indicates the ressources and coordination needed from marketing. This is a fictive business case describing a manufacturer's new product launching in retail sales settings.
This case study is designed with individual and teamwork assignments. As part of curriculum, this case study, can be used for face-to-face, hybrid or online learning.