Sales management is a business discipline which is focused on the practicalapplication of sales techniques and the management of a firm's sales operation. It isan important business function as net sales through the saleof products and services and resulting profit drive most commercial business.These are also typically the goals and performance indicatore of salesmanagement.Sales management can involve any of the followingactivities:(1)formulationof salestrategy throughdevelopment of account management policies, sales forcecompensation policies, sales revenue forecasts, and salesplan,(2) implementation of sales strategy through selecting, training, motivating, andsupporting the sales force, setting sales revenue targets,(3) sales force management through development and implementation of sales performance, monitoring, and evaluation methods, and analysisof associated behavioral patterns and costs.Selling is the most important and the most difficult function in anyorganization. Without the sales function, a firm cannot stay in business for long.Therefore, managing sales in an organization is a critical activity. A sales manager needs to ensure that the salespeople are motivated to perform the selling functionin a way that will help the organization attain its goals.The industrial revolution brought about a dramatic change in the salesscenario and gave rise to modern sales and marketing practices. The setting up of industries led to mass production of goods and the opening of a large number of showrooms and sales offices. Advancements in transport and communicationtechnology in the form of the railways, the postal system, the telegraph, etc.,further revolutionized the selling process across the world. Over the years,substantial changes have taken place in the selling environment, sparking morechanges in the sales function.