For an organisation, at the end of the day, the product must be sold. No sales means no profits and no profits means no business! So this in turn depends upon the quality of the sales force. The sales force of an organisation needs to be properly selected, trained, developed and managed so as to be able to reach out to and gain a wider customer base and to retain the existing customers. This activity relating to the sales force is known as sales management. Sales management entails deciding upon the sales territory, determining the composition of the sales force and sales organisation.