Article 1 - direction, and control of personal selling,...

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Cheryce Knox Sales Management Sec. 302 January 5, 2011 Sales Management Definition http://www.businessdictionary.com/definition/sales-management.html http://sales-guru.blogspot.com/2006/01/definition-of-sales-management-by.html Businessdictionary.com defines sales management as a systematic process. This process involves using policies regarding account management, sales force compensation, sales plan, and sales revenue forecasts. The sales strategy must be implemented by creating, training, and motivating a strong sales force with set revenue goals. Sales force management should also develop the force by monitoring and analyzing their behavior, patterns and cost. The American Marketing Association definition of sales management is “the planning,
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Unformatted text preview: direction, and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to personal sales force. Sales management is not only the management of the people working within sales, but also includes the processes and information they use in order to be successful. Sales management relies on strategic analysis of a marketing plan, predicting demand, and setting a clear sales goal. Overall, it is all the activities, processes, and decisions that go into managing the sales within an organization....
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This note was uploaded on 05/27/2011 for the course MAR 3403 taught by Professor Davis during the Spring '11 term at Florida A&M.

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