This is an exciting time to be in sales management. Sales managers must look both ways — to the competitive environment and to the customer marketplace — to see the important changes that are impacting selling and sales management today, and they must constantly operate in an environment of change and development.
Set in a discussion of the nature of sales management in Canada today, this textbook explores the role and responsibilities of the sales manager in light of the changing sales environment, the competencies needed for sales management success, and the strategy planning process within organizations. The three interrelated processes that sales managers are responsible for are also discussed: developing, implementing, and evaluating the strategic sales program.
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