Sales management involves planning, directing, and controlling a company's personal selling activities. The sales manager is responsible for recruiting, selecting, training, and motivating the sales force. They also set sales targets and budgets. Effective sales management ensures the marketing plan is implemented through the sales team and that customer needs are satisfied. An integrated sales process management system allows companies to track pipeline sales, retain customer information if salespeople leave, and adapt sales processes as needed.

2. The computer is their primer sales tool;

3. They do not sell to customers; rather they partner with them;

4. The term salespeople are out, relationship manager is in.

6. He is responsible to look after all aspects of physical distribution, particularly order processing, packaging, transport and warehousing.

7. Sales planning

8. He has to formulate sales plans, sales policies and sales programmes including the sales budget every year.

10. He has to organize and manage marketing research projects. Marketing research provides sound solutions to all marketing problems. Sales manager can take sound decisions on the basis of uptodate and reliable information provided by marketing research department.

11. Sales budget:

12. He must have sales budget for the entire sales organization. Sales cost analysis can help him to control selling costs and expenses. Without sales budget and sales cost analysis can have profit planning.

13. Sales promotion and advertising:

14. With the help of advertising and sales promotion staff, he must look after sales promotion and advertising campaigns so that consumer demand can be created and activities of personal selling can be facilitated for securing customer orders.

15. Distribution channels:

17. Sales force authority.

18. Target-setting.

19. Sales forecasting.

20. Designing and managing sales force: the sales manager’s control over the various activating of the sales force a must. these activities may, sometimes be beyond control, leading to intractable problems in a sales organization.

21. Sales force authority: therefore, the sales force requires delegation of authority with respect.

22. Changing or fixing prices;

23. Credit facilities to old and existing customers;

24. Assurance regarding quality and after-sales service;

26. Management of sales force:

27. Sales force management is defined as “the planning, direction and control of the personal selling activities of a business unit, including recruiting, selecting, training, equipment, assigning, routing, supervising, paying, and motivating as these tasks apply to the personal sales force”.

28. Recruitment and selecting

29. Proper recruitment and selection provides a sound foundation of a good vibrant sales organization and sales management. Job analysis can provide job specifications of the required sales positions. Recruitment deals with securing as many qualified people as possible so that some of them can be selected to fill the vacancies. Possible sources of applicants include company personnel, friends, middleman, salespeople of other companies, educational institutions, newspaper and trade journal advertising.

31. Motivation is the act of stimulating someone or oneself to get a desired course of action, to push the right button to get a desired action a compliment, a pay rise, a smile, a pay rise, a smile, a promise of promotion, praise, public, recognition of merits, and so on. Motivation ignites the will to work. It moves people recognition of merits, and so on. Motivation ignites the will to work. It moves people to take a desired action.

32. Salesman are the most important single resource with the sales manager and this resources has unlimited potential. This can be tapped only through appropriate measure of motivation.

33. Control and evaluation

34. The process of control of sales force has three aspects.

35. Salesman’s effort must click with the marketing plan and the promotion-mix of the firm.

36. Salesman’s performance must fit into planned standards of efficiency and salesman’s achievement must help to achieve the desired reduced ratio of selling expenses to sales.

38. Role of sales management

39. Sales manager’s duties and responsilities

40. Problems of sales management

41. Kinds of sales manager

42. Management of sales force

43. Conclusion <br />Abstract:<br /> <br />