Sales as a function acts as the bridge between an organization and the final consumers it intends to serve through its market offering. Sales is where most of the action in a business lies because it is a crucial revenue-generating function. Sales management is extremely important to meet the challenges of increasing competition level in the market place. Effective sales management helps an organization to not only optimize results from its sales channels and sales force but also achieve the sales objectives of the organization. It is thus imperative for one to be familiar with various aspects of sales management. This book deals with all the essentials of sales management which are required to take decisions about sales channels, selling techniques, distribution strategy, sales promotion tools and sales force management to achieve the desired sales objectives. By the end of the book you will be able to: Get a complete understanding of the concepts and approaches required for effective decision making in sales managementImplement various sales strategies to maximize sales revenue in today's competitive marketplaceUnderstand how to select, manage and evaluate the sales channel members Appreciate the importance of sales force management and manage the sales force effectively Learn various sales promotion tools to increase salesUnderstand how to handle conflict situations in a sales management role