This undergraduate textbook examines the relationships between personal selling and organizational strategies, presents analytical approaches to managerial decision making, and offers guidance on the recruitment of salespeople, training, reward systems, and performance evaluation. The sixth edition reflects changes in customer relationship management and outsourcing the sales force. Annotation �2004 Book News, Inc., Portland, OR (booknews.com)

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Make effective sales decisions with SALES MANAGEMENT! With a focus on the importance of employing different sales strategies for different consumer groups, this management text blends the most recent sales management research with real-life best practices of leading sales organizations. Role plays, cases, technology, and applications are just a few of the tools that will help you succeed in your sales career.

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