Part I THE BIG PICTURE Chapter 2: Strategy and Sales Program Planning The natural progression How to make sales force and sales program decision Business Strategy Marketing Strategy Go-to-Market Strategy Supply Chain Management (SCM) Customer Relationship Management (CRM) LEVEL 2 Strategy Implementation Decisions Product Development Management (PDM) LEVEL 1 Top Management Decisions Figure 2-1 The Sales Force Decision Sequence LEVEL 3 Sales Force Program Decisions Account Relationship Strategy