ABSTRACT
Sales organizations operate in a complex and turbulent environment. Political, social, and economic trends in the global business environment and rapid advances in technology have produced an extremely competitive marketplace. This chapter presents the exciting world of sales management. More organizations are using a formalized purchasing process, with more individuals from different functional areas and management levels involved at different stages of the process. Firms employing a comprehensive sales enablement function are making dramatic changes in their sales operations and transforming most aspects of sales management. Artificial Intelligence technologies analyze data and learn from the ongoing data-analysis process to provide better results and guidance for salesperson and sales management actions. The development and integration of corporate, business, marketing, and sales strategies establishes the basic strategic direction for personal selling and sales management activities. The chapter also presents an overview of the key concept discussed in this book.
