INTRODUCTION TO SALES MANAGEMENT Sales management can be seen as a segment of the organization’s marketing mix . It deals with the formation of sales strategies; product merchandising and pricing; sales promotion activities; distribution function; and planning, staffing, supervising, motivating and controlling of sales personnel to attain the desired sales objectives. Nature of Sales Management To understand the concept of sales management clearly, we must go through its following characteristics: Goal-Oriented : Similar to other management activities, sales management also has a specific purpose and intended for the achievement of specified goals or objectives. Continuous Process : The sales manager needs to perform sales management functions regularly, and this process is never-ending. Systematic Approach : It is an organized way of handling the sales function of the company where every problem has a defined and proven solution. Relationship Selling : The salespeople make efforts to ...