ABSTRACT
This chapter discusses the key trends affecting sales organizations and sales managers today. It presents a general overview of the sales management process. The chapter also discusses the key external and internal environmental factors that influence the development of marketing strategies and sales programs. Sales management is one of the most important elements in the success of modern organizations. When major trends emerge, such as a shift in the economy toward small to medium-sized businesses, it is incumbent upon sales managers to react with new selling approaches. The Internet's ability to inform, persuade, and enhance the personal selling component makes it a critical part of sales management in the twenty-first century. In the sales environment of the twenty-first century, traditional work relationships are being questioned and are often replaced with new ones. Nowhere is this more prevalent than in the relationship between salesperson and sales manager.
