Introduction

The sales person in the past were not held in high esteem by the .

The meaning of the word salesperson in Roman is “CHEATER”.

The techniques of modern sales management and selling were redefined by John Henry Patterson, widely known as the father of modern sales management.

What is sales Management?

Sales Management means mgt. of all mkting activities ,including advertising, sales promotion, marketing research, physical distribution, pricing and product merchandising.

Sales managers are responsible for generating sales, profits and customer satisfaction levels that meet corporate objectives. They do this via a process called management

DefinitionSales management is the attainment of sales

force goals in an effective and efficient manner through planning,staffing,training,leading and controlling organizational resources.

Sales management means 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.

SALES MANAGEMENT

SYNONYMOUS WITH

MANAGEMENT OF SALES FORCE

Modern sales managers are have broader responsibilities.