Sales management

Sales management is a business discipline that is concerned with the practical application of sales techniques and the administration of a company's sales operations. Selling tactics are used in the real world, and sales operations are managed in the context of a company's sales operations. A critical business function since most commercial enterprises are driven by net sales from the selling of items and services, together with the subsequent profit. These are also often used as sales management objectives and performance metrics.

When it comes to sales management, the term "sales manager" is often used. Most of the time, this position is concerned with developing talent.

For the period 1918-1982, Churchil said that the antecedents of sales success are based on a meta-analysis of sales data (76 years of previous research work). His recommendations included five aspects that impact a salesperson's work behaviour and performance, as well as other categories such as skill level, role perceptions, motivation, aptitude, personal characteristics, and organisational factors, all of which would be moderated by three people.