Nowadays the entire Sales Executives are professionals they plan & build the effective organisation. Basically the professional approach requires thorough Analysis. Appropriate sales policies and personal selling strategy. Sales executive are responsible towards customers and society.

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The management is responsible towards the efficiency and planning of the product. So, this concept will emerge as a concept i.e Sales Management.

Sales management is management of sales force. It basically refers to the direction of sales force personnel in an organisation.

Definition:

“IN addition to the management of personal selling Sales Management means Management of all activities, including advertising, Sales Promotion, Marketing Research, Pricing, Physical Distribution & Product merchandising.

According to American Marketing Association

“Sales Management is the Planning, Direction and Control of Personal Selling including Recruiting, Selecting, Equipping, Assigning Routing, Supervising, Paying & Motivating as these applies to personal sales force.

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