International Journal of Research in Marketing Management and Sales
2019, Vol. 1, Issue 1, Part A
Sales management and personal selling
Tachia Chin and Ren-huai Liu
Sales management is the management of all the activities related to sales. It is the method of developing sales force, coordinating the operations of sales, and implementing techniques of sales to complete the sales target and even surpassing them and personal selling is the part of promotional mix where there is a direct contact between the sales personnel and the buyers or prospective buyers. The main goal of personal selling is to increase the sales and increase the buyers and profits for the company. In this paper, we will discuss about objectives of sales management, its importance, theories of personal selling, and buyer-seller dyads.