Introduction to sales management

introduction to sales managment

Meaning

Sales management is sub-system of marketing management. It is sales management that translates the marketing plan in to marketing performance. That is why sales management is sometimes described as the muscle behind marketing management. Actually, sales management does much more than serving ad the muscle behind marketing management.
Sales managers in modern organizations are required to be customer-oriented and profit-directed and perform several tasks besides setting and achieving personal selling goal of the firm.

Definition

According to Hampton and Zabin, "Sales management is primarily the dirction of men with all the management functions of the organizations, control, recruitment, training, supervision and motivation.