Publisher's Synopsis
The primary goal of this book is to offer students the most comprehensive, up-to-date and integrated overview of the theory, research and practices relevant to sales management. The latest edition continues to focus on enabling students to take the wealth of information available and apply it to "real world" sales management problems and opportunities. Like its predecessors, it showcases how real managers use current theory and research in their own organizations. By identifying recent practices, applications and the use of state-of-the-art technologies, this edition combines in one source real world sales management "best practices" with cutting edge research and theory. Instructors will find that they are proud to present the information and approach to sales management within the text to both undergraduate and graduate business students, as it captures the essence of what it means to be a successful sales manager in the customer relationship era.
