Sales management is defined as the practical application of techniques used in sales and management of sales operations of an organisation. It is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently achieve and even surpass its sales targets. Sales management plays an important role in organisations, as the profit from sales is the major driving force behind them. The three key areas which fall under sales management are sales planning, recruitment of sales staff and sales reporting. Sales planning involves setting overall sales targets, quotas and sales forecasting. Sales reports allow senior management to evaluate the overall directions of sales, as well as the performance of the sales managers. Sales management is an upcoming field of management that has undergone rapid development over the past few decades. While understanding the long-term perspectives of the topics, the book makes an effort in highlighting their impact as a modern tool for the growth of the discipline. It will serve as a valuable source of reference for those interested in this field.
