What do you understand by sales management? Describe the importance of sales management in the organization.

Sales management refers to the planning, directing, and controlling of personal selling activities within an organization. It involves managing the sales force, setting sales targets, developing sales strategies, and ensuring effective execution to achieve the company’s revenue goals. Sales management acts as a bridge between the organization’s marketing objectives and the customers, facilitating the movement of products or services from the company to the end user through personal selling.

Personal selling is the core element of sales management. It involves direct interaction between the salesperson and the prospective buyer, aiming to persuade and influence purchasing decisions. Salesmanship, the skill of selling, plays a crucial role here as it requires understanding customer needs, building relationships, and providing ___ _____ ____ __________ __________ ______ ________ ____ __________ ______ _____.
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