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.


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.


“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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