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.

Two sales management definition are mentioned below-

American Marketing Association (AMA) define sales management as-

“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”

B.R. Canfield define Sales Management involves “ the direction and control of salesmen, sales planning, budgeting, policymaking, coordination of marketing research, advertising, sales promotion and merchandising and the integration in the marketing programme of all business all activities that contribute to the increased sales and profits.”.