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The primary goal of Sales Force Management, 8e is to offer students the most comprehensive, up-to-date, and integrated overview of the theory, research, and management practices relevant to sales management. In revising the book we continue to focus on creating a book that enables students to take the wealth of information available and apply it to "real world" sales management problems and opportunities. The Eighth Edition, like the others before it, showcases how real managers use current theory and research in their own organizations. By identifying recent practices, applications, and the use of state-of-the-art technologies this edition combines in one source real world sales management "best practices" with cutting edge research and theory. Instructors will find that they are proud to present the information and approach to sales management within the Eighth Edition to both undergraduate and graduate business students, as it captures the essence of what it means to be a successful sales manager in the customer relationship era.