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Preface

Sales Management is concerned with all activities, processes and decisions involved in managing the sales function in an organization. It involves planning the selling program and implementing and controlling the personal selling effort of the firm. Sales management in the twenty-first century is characterized by

►Innovation fuels success in selling today.

►Sales effectiveness is enhanced through technology. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort.

►Leadership is a key component in sales management success.

►Sales management is a global endeavor.

►Ethics underlies all selling and sales management activities.

►Social media marketing comes of age.

This book is an overview of the role of the sales manager, both at headquarters and in the field, in managing salespeople, personal selling, IT resources, and functions of marketing. The problems of organizing, forecasting, planning, communicating, evaluating, and controlling sales are analyzed. A variety of techniques and pertinent concepts of behavioral science are applied to the management of the sales effort and sales force. Key trends, such as online advertising and social media marketing, affecting sales organizations and sales managers today are highlighted