The new edition of Management of a Sales Force is coming out at a time when we are entering a new century. The market environment in the new century will be dramatically different. The age and ethnic mixes of the population of the United States are changing considerably; the population is getting older and less white. By the beginning of the first decade of the twenty-first century. One-third of the American population will be part of a minority group. People's values are changing as we show more concern for ur social and physical environments and our overall quality of life.
Along with these changes, we now ecpect that leaders in government, business, and other institutions adhere to higher standards of ethical and social responsibility than in the past. In this next century. Most businesses will be internationally oriented, buying from and/or selling to the global markets. Today the U.S. market has reached the saturation point for many consumer and industrial products; but new markets such as eastern Europe and China have opened up. European, Asian, and U.S. trade agreements have made it easier for companies to sell products and services in Rurope, Asia, Central and South America, and Canada. Growth for many American companies in the twenty-first century will come from the Asian, Ruropean, and South and Central American markets. At the same time, competition in the United States from foreign competitors has greatly intensified.
Part 1 Introduction To Sales Force Management Plan Of This Book 3
Part 2 Organizing, Staffing And Training A Sales Force
Part 3 Directing Sales Force Operation
Part 4 Sales Planning
Part 5 Evaluating Sales Performance