Business-to-Business Selling and Sales Management

Course code: MAR3LF003

Teacher: Seija Bergström

B2B Selling and Sales Management - Session 1

• Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations.

It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. These are also typically the goals and performance indicators of sales management. ( Wikipedia )

• A sales process is an approach to selling a product or service. The sales process has been approached from the point of view of an engineering discipline (see sales process engineering). ( Wikipedia )