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What is Sales Management? Function, Objective, Process, Definition

Sales management refers to the administration of the personal selling component of a company's marketing program. It includes the planning, implementation, and control of sales programs, as well as recruiting, training, motivating, and evaluating members of the sales force.

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28 March 2020

Table of Contents

  • 1 What is Sales Management?
  • 2 Sales Management Definition
  • 3 Sales Management Process
    • 3.1 Formulation of a Strategic Sales Programme
    • 3.2 Implementation of the Sales Programme
    • 3.3 Evaluation and Control
  • 4 Objectives of Sales Management
    • 4.1 Quantitative Objectives (Short-term)
    • 4.2 Qualitative Objectives (Long-term)
  • 5 Sales Management Functions
    • 5.1 Managerial functions
      • 5.1.1 Planning
      • 5.1.2 Organizing
      • 5.1.3 Direction
      • 5.1.4 Control
      • 5.1.5 Co-ordination
    • 5.2 Staff functions
    • 5.3 Advisory functions
    • 5.4 Liaison Functions
  • 6 Sales Management Cycle
    • 6.1 Analysis
    • 6.2 Planning
    • 6.3 Organisation
    • 6.4 Direction
    • 6.5 Control
  • 7 Importance of Sales Management
    • 7.1 Society
    • 7.2 Consumers
    • 7.3 Business Firms
  • 8 Difference Between Sales and Marketing
  • 9 Responsibilities of a Sales Manager
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