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What is a business action plan (BAP)?

Management Dictionary
Marketing, Sales and Communication

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The Sales Action Plan, or SAP, is the sales component of a company’s strategy.

It is a key tool for managing a sales force, outlining objectives, priority sales targets, and the approach to follow for the coming year.
Developing an SAP involves three steps:

– A preparation phase that translates strategic directions into annual sales results and objectives.

– A development phase that lists all sales actions to be carried out on priority targets, including details, a schedule, and an associated budget.

– A monitoring phase that tracks actions using dashboards and key performance indicators (KPIs).

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Keywords

Customer loyalty, Customer segmentation, Lead management, Lead nurturing, Prospecting plan, Sales management, Sales objectives, Sales strategy

Author(s)

GIFFARD Pierre-Olivier

Professor - Director of the Marketing, Entrepreneurship and Business Development Department at ESCE

INSEEC-U

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