Definition of Sales Management

According to American Marketing Association, sales management is “the planning, direction and control of professional selling including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating to the personal sales force.”

Characteristics of Sales Management

• Revenue Generation, sales management helps to generate revenue. The sales department is responsible to generate money.
• Structure, Sales manager provides proper structure to management. All employees must clearly understand their responsibilities.
• Strategy, One of main characteristics of sales management is to provide strategy which is developed by sales manager.
• Training, Training is one of the important part of sales management. it helps the employees to generate revenue to company.
• Market Leadership, When the employees gets training, it increases sales which ultimately makes market leader to the company.