Sales Management : Sales management is a business discipline which is 
  focused on the practical application of sales techniques and the management of a 
  firm's sales operations. It is an important business function as net sales through the 
  sale of products and services and resulting profit drive most commercial business. 
  These are also typically the goals and performance indicators of sales management
  Also known as Sales force Management  and maybe also defined   as the 
  management of the personal selling component of an organization's  marketing 
  program.
   • Personal Selling: persuasive communication between a 
    representative of the company and one or more 
    prospective customers, designed to influence the person's 
    or group's purchase decision.
    
   • A personal presentation by the company’s sales force for 
    the purpose of making sales and building customer 
    relationship
              THE CHANGE..?
   The world of professional selling is changing dramatically. 
   Much of this change is driven by shifts in the way customers , particularly 
   business customers, buy products.
   Important changes:
   • Customers have become more sophisticated and demanding
   • Customers want solutions rather than products
   • Companies are using fewer suppliers
   • Purchases being made from foreign suppliers
   • Rapid transfer of technology
   • Large accounts require more sophisticated selling
   We now understand ‘The Changes’, now what? 
   • The ‘KEY’ to success is that:
       The sales force must be able to identify and develop     
    relationships with the high profit potential accounts.
   • Successful companies will distinguish themselves by the 
    relationships they develop with their clients/ customers
   What does all this lead us to?
   This means that managing the sales force becomes more 
   important to the ultimate success of most companies.
    Sales management will be primarily responsible for what 
   happens when salesperson or selling team meets the 
   customer.
    • Along with changes in their approach to customers, sales 
    people will change themselves.
    • They will have more in depth customer knowledge and 
    more sophisticated selling and service skills.
    • As a result, salespeople will be highly paid, more highly 
    trained, and more skilled professionals.