Development of a Sales Management Framework for Practitioners

The initial purpose of this research is to examine the important characteristics required for a successful sales management through a literature review of the various aspects of sales management. The key aspects under investigation include understanding the importance of personal selling, sales planning and sales staffing, sales controlling, sales evaluation and compensation. By examining the literature, the author wants to develop a conceptual framework for practitioners in the field of sales management. Subsequently, uses this framework to compile a comprehensive handbook for sales managers which would include insights and critical sales management concepts that provides guidance to help salespeople go through the sales career smoothly.