Management of a Sales Force

This new edition of Management of Sales Force is coming out as sales organizations must deal with unprecedented change. The age and ethnic mixes of the population of the United States are changing considerably; the population is getting older and less white. Many Americans are part of a minority group. People’s values are changing as we show more concern for our social physical environments and our overall quality of life. Recent  business scandals have led us to demand that leaders in government, business and other institutions adhere to higher standards of ethical and social responsibility than in the past.All chapters have been updated with current company examples that demonstrate how the best sales executives are adapting to these and other new challenges. In addition, the latest sales management research studies and reports are presented in a straightforward, easy-to-read manner, making “Management of A Sales Force, 12e”, by far the most current sales management textbook on the market.