Genesis: SALES ORIENTATION STAGE OF MARKETINGSelling:
It refers to an art of persuasion by means of preaching attributesof the products / service so that need can be created among prospectivecustomers and purchase can be made by them.
Sales management originally referred exclusively tothe Direction of sales force personnel who undertake the responsibility of selling.
According to AMA:
“Sales management refers to the planning, direction,and control of personal selling including recruiting, selecting, equipping,assigning, routing, supervising, paying and motivating as these tasksapply to the personnel sales force.”
Tosdal defines it as
“a planned proposition of work of any commercial,personal sales unit, which includes admission, selection, training tohandle the equipment, regulation, investigation, payment and incentive,and this is applied to personal sales.