SALES AND

DISTRIBUTION
MANAGEMENT
Sales Management in the 21st Century
• Building long-term relationships with customers
• Creating sales organizational structures that are more
understandable and adaptable
• Gaining greater job ownership and commitment from
salespeople by removing functional barriers within the
organization
• Moving sales management style from commanding to
coaching
• Leveraging available technology for sales success
• Better integrating salesperson performance evaluation to
include full range of activities and outcomes
Sales Management Nature
•Sales management is more strategic and of long term
consequence, as it involves planning, organising, directing
and controlling of all the selling activities of an organisation.
•Sales management function is carried out at different levels
of a sales organisation.
•Sales management involves implementation of sales
strategy through selecting, training, motivating, and
supporting the sales force, setting sales revenue targets.
•Sales management is a part of marketing management.