The key aspects of sales management are:
a) Deciding the sales territory: This allocates the sales quota for the individual sales executive and defines his boundary within which he is to work. Thus the conflict between two sales executive is also avoided.
b) Determining the size of the sales force: This depends upon the size of the target market. Accordingly the activities that the sales executive has to perform is listed out and the time taken for such activities is also estimated. The number of calls that he may have to make at a certain point of time is also analysed. Finally the number of the sales force is decided upon.