What encompasses planning, directing, and controlling personal selling activities?

Sales management is the correct answer because it involves overseeing and coordinating all activities related to personal selling. This includes planning strategies to achieve sales targets, directing the sales force to execute those strategies effectively, and controlling the processes by analyzing performance data and making adjustments as necessary.

Through sales management, businesses can enhance the effectiveness of their sales teams, ensuring they are trained, motivated, and equipped with the tools they need to succeed in the market. It encompasses not only the recruitment and training of sales personnel but also setting sales goals and measuring performance against those goals.

In contrast, market research focuses on gathering and analyzing data about consumers and markets to inform decisions, but it does not directly manage the sales activities themselves. Product development involves creating new products or improving existing ones, which is vital for business growth but does not directly involve the personal selling aspect. Customer service, while essential for maintaining relationships with customers, primarily pertains to pre- and post-sale interactions rather than the strategic management of sales processes.