Brief contents: Part I: formulation of a sales program: the process of selling and buying; linking strategies and the sales role in the era of customer relationship management; organizing the sales effort; the strategic role of information in sales management - Part II: implementation of the sales program: salesperson performance: motivating the sales force; personal characteristics and sales aptitude: criteria for selecting salespeople; sales force recruitment and selection; sales training: objectives, techniques, and evaluation, salesperson compensation and incentives - Part III: evaluation and control of the sales program: cost analysis; evaluating salesperson performance.