1. Sales management is defined as the planning, direction, and control of personal selling activities such as recruiting, selecting, equipping, assigning, routing, overseeing, paying, and motivating salespeople. Sales management stands on three pillars or components which are strategy, operations and analysis. 

• Strategy- Companies should set up a sales process and prepare a sequence of activities at each stage of their sales funnel or sales pipeline to determine what resources and specialists they may require. This can be done for the entire firm or for certain brands, products, or services. If constructed with data in mind, a sales funnel can be a valuable analytical tool. It follows a single consumer through five stages: awareness, interest, consideration, decision, and the most desirable stage for all businesses purchase.
• Operations- A clever approach is worthless if it isn't put into action. In order for a company's vision to become a reality, it must have a team on paper. People are the stumbling barrier that divides mediocre businesses from market leaders. Sales representatives are not only revenue generators; they are also brand advocates for the company. Directly, salespeople deal with lead conversion, business growth and client retention.
• Analysis- KPIs and sales metrics are both used in sales analysis. One of the most important aspects of this is to provide actionable insights that can be used to the sales plan. Most sales managers utilize one or more of the following effectiveness indicators are total revenue, revenue growth rate, revenue distribution by sources and revenue distribution by representatives.

2. The key distinction between the two is that transaction focused is a one-and-done sort of deal in which neither the buyer nor the seller needs to form a relationship. While trust-based selling creates a relationship because both the buyer and seller will need each other in the future for some reason. Transactional Selling is all on finding short-term solutions. The sales representative is primarily concerned with the marketing and sale of the product, with little or no attention paid to the needs of the consumer. The single sale is the focus of this method, often known as traditional selling. Relationship selling, often known as trust-based selling, is all about establishing long-term partnerships. The salesperson gets to know his or her consumer, their demands and needs. After that, and only then, does the salesperson consider making a sale.

3. Small firms, especially those who sell sophisticated or high-value products and services to other businesses rather than consumers, could use personal selling as a marketing tactic. Personal selling can be done by hiring sales professionals to visit consumers or contacting customers over the phone. Unless they are selling face-to-face in a mall, marketing high-value products such as vehicles, or selling products that require demonstration, such as smartphones or computers, companies selling to consumers may find dealing with individual customers unprofitable.

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