"This excellent text provides instructors with all the learning tools needed to help students become the next generation of sales leaders." (*) This classic text blends the most current sales management research with real life “best practices” of leading sales organizations. This new edition includes current coverage of the trends and issues in sales management, and equips students with a strong foundation and skills necessary for the 21st century:

• The economical 10-chapter paperback format of the previous edition has been maintained.

• All the “Sales Management in the 21st Century” boxes have been revised, and new sales executives have been added to the Sales Executive Panel.

• The chapter on personal selling has been completely revised to reflect the most recent thought and practice.

• All chapters have been revised to include important new topics and new company examples.

• The section of long case studies has been updated to include two new cases that address important and contemporary sales management issues.

• Role-play exercises for ethical dilemmas and short cases are included at the end of each chapter.

Endorsements:

"We have used Sales Management for several years and are very pleased with its topical coverage, its level of rigor, and the many ways it engages student interest in the course. This excellent text provides instructors with all the learning tools needed to help students become the next generation of sales leaders." — Jon M. Hawes, University of Akron (*)

"An excellent resource for students. The content is delivered in a straightforward, easy-to-understand format. The supplementary materials are the most useful I've seen packaged with a sales text. As far as I am concerned, this is the book to use when teaching the sales management course." — Dawn Deeter-Schmelz, Ohio University