Sales management (or sales force administration) is the planning, direction, and control of the personal selling activities of a business unit, including recruiting, selecting, training, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the sales force.
Sales management involves three interrelated processes:
- formulation of a strategic sales program;
- implementation of the sales program; and
- evaluation and control of sales force performance.
- ^ American Marketing Association, AMA Dictionary.