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.