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...... It is clear that sales management is a complex process. Nonetheless, most companies tend to consider only the macro aspects of sales. They do not inspect this department at the micro level, which results in decline in sales quality and also outcomes in reduced profit margin. When top management is not aware of changes in sales team characteristics, it gravely hinders in profitability. Below we shall discuss some of the significant challenges related to personal selling and sales management (Adair and Thomas, 2004)
Challenges in Personal Selling
In personal selling the salesman first identifies the prospective client and then prepares his presentation. When the prospective client meets the salesman, the salesman gives a presentation about his product to the client. This presentation includes the various features of the product and how that product can help the customer solve his problems. Thereafter, the salesman listens to the complaints and objections raised by the client. This help the salesman understand the needs of the prospective client and he is able to better deal with him (Alessandra, and Wexler, 1992)......

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