Sales Management was originally meant for sales personnel i.e it had a narrow perspective of directing the sales personnel of an organization. However over time Sales Management has gained a broader perspective, which includes management and execution of all marketing activities viz advertising, personal selling, sales promotions, distribution, pricing and others.
According to American marketing association Sales Management includes the “Planning, direction and control of personnel selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personnel sales force”
Objective of Sales management
There are 3 main Objectives of sales management or a sales manager namely – Sales volume, Contribution to profit and Continued growth. Sales Management is also closely linked to Financial Results. Refer to the following article to learn more about the objectives of sales management.
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