Sales Management - Research Article from Encyclopedia of Management

This encyclopedia article consists of approximately 9 pages of information about Sales Management.
This section contains 2,605 words
(approx. 9 pages at 300 words per page)
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Sales Management Defined

Sales management can be most easily defined as planning, implementing, and controlling personal contact programs designed to achieve the sales and profit objectives of the firm. Overall, sales managers are responsible for directing the firm's sales program. In carrying out this objective, a sales manager assigns territories, sets goals, and establishes training programs. In addition to setting individual goals, sales managers monitor the performance of their salespeople and continually offer direction and leadership on ways to improve their performance.

The organizational structure for sales management varies depending on the firm's size and strategy. In field sales management, the structure consists of the unit manager, district manager, regional manager, general manager and vice president of sales. The unit manager is often referred to as the manager-in-training with interaction taking place at the customer level. Key responsibilities for the unit manager include training new salespeople, recruiting, selling...

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This section contains 2,605 words
(approx. 9 pages at 300 words per page)
Buy the Sales Management Encyclopedia Article
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Encyclopedia of Management
Sales Management from Encyclopedia of Management. ©2005-2006 Thomson Gale, a part of the Thomson Corporation. All rights reserved.
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