Written by Mark in 2015 as a reading for the Griffith University Business School course, Personal Selling and Sales Management (2038MKT). This document articulates how the core functions of managing a sales team are in a symbiotic relationship. Just as a ‘wheel’ needs to be balanced, so too these functions need to be in balance to realise the greatest alignment of resources and optimal results.

28 pages, 9800 words.