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Sales management is the process of planning, organizing, staffing, directing, and controlling the activities of a sales force. Companies that use effective sales management techniques are often many time more succesful at generating sales than companies that do not coordinate their sales force.
There have been several studies that have shown that a disciplined and structured approach to sales management leads to increased efficiencies, better customer relationships, and higher rate of closing sales. The most successful companies use sales force automation and sales force management software to help with contact management, note and information sharing, proposal generation, and management of the sales processes.
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