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.”.

Meaning of Sales Management

Sales Management is a technique of managing the business sales operations. It is a method of developing a sales force, coordinating sales activities and implying various techniques that enable the business to improve its sales.

Sales management performs three crucial tasks in every organization. making sales plans and targets, hiring competent sales staff and sales reporting. It is an efficient tool that helps in increasing the net sales and profitability of an organization.

In simple terms, sales management refers to planning, directing and controlling all sales activities of the business unit. Sales management is a means of coordinating resources and people for generating desired results. It is a continuous or never-ending process that every organization needs to practice regularly for the achievement of desired targets.