Sales management consists of three interrelated functions:

(a) sales plan formulation,

(b) sales plan implementation, and

(c) salesforce evaluation. Sales plan formulation involves setting objectives, organizing the salesforce, and developing account management policies. Sales plan implementation involves salesforce recruitment, selection, training, motivation, and compensation.

Finally, salesforce evaluation focuses on quantitative assessments of sales performance and behavioral measures such as customer satisfaction that are linked to selling objectives and account management policies.