Sales Management Training involves teaching sales team leaders to better conceive, plan, execute and control their sales strategy, in such a manner that ensures a growing flow of regular customers and increasing amount of sales. Sales team members might include the following positions:

Sales Broker or Seller Agency or Seller Agent

This is a traditional sales person role where the sales person represents a person or company on the selling end of the deal.

Buyers Broker or Buyer Brokerage

This is where the sales person represents the consumer making the purchase. This is most often applied in large transactions.
Disclosed dual agent

This is where the sales person represents both parties in the sale and acts as a mediator for the transaction. The role of the sales person here is to over see that both parties receive an honest and fair deal, and is responsible to both.

Transaction Broker

This is where the sales person doesn't represent either party, but handles the transaction only. This is where the seller owes no responsibility to either party getting a fair or honest deal, just that all of the papers are handled properly.

Sales Outsourcing

This is direct branded representation where the sales reps are recruited, hired, and managed by an external entity but hold quotas, represent themselves as the brand of the client, and report all activities (through their own sales management channels) back to the client. It is akin to a virtual extension of a sales force.

Sales Managers

It is the goal of a qualified and talented sales manager to implement various sales strategies and management techniques in order to facilitate improved profits and increased sales volume. They are also responsible for coordinating the sales and marketing department as well as oversight concerning the fair and honest execution of the sales process by his agents.


The primary function of professional sales is to generate and close leads, educate prospects, fill needs and satisfy wants of consumers appropriately, and therefore turn prospective customers into actual ones. The successful questioning to understand a customer's goal, the further creation of a valuable solution by communicating the necessary information that encourages a buyer to achieve his goal at an economic cost is the responsibility of the sales person or the sales engine (e.g. internet, vending machine etc).

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Author's Bio: 

This definition is part of a series that covers the topic of Sales Management Training. The Official Guide to Sales Management Training is Rod McKinnis.

As the founder of The McKinnis Consulting Group, Rod is the authority on High Performance Sales Results. His firm specializes in the acceleration of sales results for sales professionals, organizations and associations. He is an expert in enriching the skills of sales professionals and sharpening their competitive sales edge. His startling sales discovery enables sales teams and professionals to save time, energy and money while improving overall sales results.

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