ABSTRACT
This chapter explores the complete study of all problems connected with sales management would cover sales planning and control and administration. Sales management is called upon to integrate its managerial effort into the total marketing complex. The sales programme is simply the step by step outline of personal selling activities that guide a product from producer to consumer. Planning sales activities begins with a statement of market potential. Sales forecasts should not be developed without some idea of total market potential. Cost analysis can be used to pinpoint the performance of individual salesmen and sales offices. If control and evaluation are the important reasons for setting up territories, it stands to reason there should be a direct relationship between control and evaluation devices and sales territory establishment. The Break Down method of establishing a territory starts off with the assumption that the company knows its total sales potential.
