This free online course begins by explaining the meaning of sales management and the evolution of sales management as a function in a sales organization. You will learn about the importance of sales management for marketing functions and for an organization. You will also learn about the relationship between sales management, personalized selling and salesmanship in a sales organization. 

The course describes the various concepts of a sales job, the changing roles of the sales force over the years, and the functions of sales executives in an organization. You will learn about the uniqueness of sales managers in a sales organization. You will also learn about the duties and responsibilities of a sales manager in a sales organization.

The course then explains how sales related marketing policies affect the growth of an organization. You will learn how companies create pricing policies which are used as customer charges and factors put in place when price decisions are made. You will also learn about how organizations decide on using strategies and tactics in achieving their sales goals.