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What is Sales Management?
Introduction to Personal Selling
Prepared by: Prof Sameer Kulkarni.
Objectives
Provide an introduction to sales management
Who does a sales manager manage?
Where does sales management fit into the integrated marketingcommunication process
The Sales Force
Sales Management-
is the attainment of sales force goals in aneffective and efficient manner through planning, staffing, training,leading, and controlling organizational resources (Futrell1998)
Managing a sales force involves recruiting, hiring, training,supervising, compensating salespeople, motivating them to become problem solvers, and providing the proper planning and backupsupport so they can perform their jobs properly.
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