Sales Management :  Sales management is a subsystem of marketing management. 

It is sales  management that  translates the marketing plan into marketing performance.

That is why sales management is sometimes described as the muscle behind marketing management.

Acoording to A.M.A, sales management is defined 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.”

 

Characteristics of sales management:- The main characteristics if sales management are as follows:

i-                   Sales management is a  part or branch of total management of the enterprise.

ii-                Sales management is responsible for a part of marketing activities.

iii-              The scope of sales management is increasing rapidly.

iv-              Sales management includes recruitment, selection, equipping, assigning, supervising, controlling, routing, paying and motivating sales force.