Introduction

Sales management refers to the planning, direction, and control of personal selling activities, including recruiting, selecting, training, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to the sales force. It involves developing sales strategies, setting sales targets, forecasting sales volumes, and analyzing the performance of the sales team.

Definition and Importance of Sales Management:

Definition: Sales management is the coordination of people and resources to effectively reach organizational objectives through the sales function.