Describe the functions of sales management. Sales management is a critical area of marketing that performs several important functions. Sales managers set overall company sales goals and define the sales process most effective for achieving those goals. They determine sales force structure based on geographic, product, functional, or customer variables. Managers develop the sales force through recruiting and training. Sales management motivates the sales force through compensation planning, motivational tools, and effective sales leadership. Finally, sales managers evaluate the sales force through salesperson feedback and other methods of determining their performance.

1. What kinds of sales management opportunities are available at Amway and Quixtar? Use the companies' Web sites (www.amway.com ; www.quixtar.com) to research one of these companies and determine its sales process, sales force structure, and how it recruits and trains its salespeople.

2. How does each of the sales management functions contribute to a successful, high-performing sales force?