 Evolution of Sales Management

Sales Management According to American Marketing Association (AMA), “Sales

Management means the planning, direction and control of personal selling, including
recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as
these tasks apply to the personal sales force”. Sales management is attainment of an
organization's sales goals in an effective & efficient manner through planning, staffing,
training, leading & controlling organizational resources. Revenue, sales, and sources of
funds fuel organizations and the management of that process is the most important
function.