Unit -ll. sales management
Unit -ll sales management MEANING In simple terms, Sales Management means management of selling activities of an organization. According to the American Marketing association, sales management is," the planning, direction, and control of personal selling, including recruiting. selecting, equipping, assigning, routing, supervising paying and motivating as these tasks apply to the personal sales force." Definition • Sales function/sales management was very narrowly defined as "the direction of personal sales force". • The manager would delegate the task of selling, and the sales team were supposed to just go and sell, what the organization produced or manufactured. Concept of Sales ...