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This ninth edition carries on the tradition from previous editions, incorporating the latest research and management practices into an easy-to-read yet comprehensive learning tool. You will notice many changes, particularly in the amount and format of application-oriented, student-focused learning exercises. This edition integrates new, innovative learning tools and the latest in sales management theory and practice. At the same time, we have taken great care to preserve the excellent framework and principles from editions one through seven. In short, we have taken the best from earlier editions and added relevant, real-world student learning tools and up-to-date sales management theory and practice to create this ninth edition of Sales Force Management. Salient Features: Research Based: The text includes the latest theories and applications for modern sales force management, keeping the student abreast of classic and current research, application trends, and critical changes in the field. Boxed Examples: Innovation, Technology, and Leadership boxes are designed to illustrate the material presented in each chapter. Students will make connections to the theory and application concepts in the text and how the sales managers can greatly increase the success of their firms. Pedagogical Richness: Key Terms lists highlight the most important concepts in the text so students better know what to focus on. This text also has numerous industry examples and applications. Comprehensive, Integrative Cases: New and updated cases are provided in the ninth edition. Six popular cases are updated to incorporate in new technologies and managerial concepts. Strategic Partnership with HR Chally Group: HR Chally Group joins the ninth edition of Sales Force Management as a strategic partner. This group is the leading global consultancy focused on enterprise-wide talent management. Role Plays: Incorporates the latest in state-of-the-art sales management training in the form of role plays that faculty can use throughout the course. Each role play enables students to work together to employ important sales management concepts they have learned in that particular chapter. Leadership Challenge: Each end-of-chapter contains updated"Leadership Challenge" feature boxes which puts the students in real life sales management situations and asks them to solve the problem. This feature engages students more directly in learning and applying leadership issues.