Sales Excellence	4
	Systematic Sales Management	4
	Foreword	6
	Contents	10
	List of Figures	14
	List of Tables	20
	Part I: Introduction	22
	Part II: Sales Strategy: Setting the Fundamental Course	43
	Part III: Sales Management: Designing Structures and Processes, Managing People and Living the Culture	107
	Part IV: Information Management as the Key to Professionalism in Sales	167
	Part V: Customer Relationship Management: Staying on the Ball!	225
	Epilogue	296
	The Authors	299
	Bibliography	301
	Index	313