Sales Management


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:

  1. formulation of a strategic sales program;
  2. implementation of the sales program; and
  3. evaluation and control of sales force performance.[1]



  1. ^ American Marketing Association, AMA Dictionary.

Comments are closed.