Sales Management

Abstract

Sales management, once based on tradition and intuition, has evolved significantly. Research and theoretical models now inform salesperson behavior and motivation. As organizations transform, sales force management faces new challenges. Sales management is crucial for modern organizations. As trends evolve, sales managers must adapt with new approaches. Personal selling, though expensive, serves as the direct link to customers. Salespeople play a vital role in demonstrating product value, ensuring successful sales. Managing the sales force is a critical executive responsibility. This module aims to provide an integrated overview of theory and research relevant to sales management.