Sales Management in Twenty First Century

Principle purpose of this lecture is to present on Sales Management in Twenty First Century. The customer’s perspective, expectations and needs from sales forces are dramatically different from a decade ago. Business development and sales are two important aspects of the selling life cycle and while it can be easy to focus on one over the other neither should be neglected. The Customer needs and the resulting recasting of the sales role have created a concurrent shift in emphasis among benchmark agenda items of sales managers in world-class sales organizations.