Formerly published by Chicago Business Press, now published by Sage

Sales Force Management is a comprehensive guide to leading sales teams in today′s dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era.

About the Authors

Gregory A. Rich (Ph.D. from Indiana University, 1995) is a Professor of Marketing whose research has focused primarily on how leadership theory impacts the management of salespeople. Greg has published 15 articles in a variety of marketing and organizational behavior journals, including Journal of the Academy of Marketing Science, Personnel Psychology, Journal of Personal Selling and Sales Management, and Journal of Business Research. He is the author of a sales management textbook, co-author of a professional selling textbook, and co-developer of the management simulation game Cantopia. He is on the editorial review board of the Journal of Professional Selling and Sales Management. For over 20 years, Greg has served as a sales coach of students competing at the National Collegiate Sales Competition and other similar events. In 2020, he was named Sales Educator of the Year by the American Marketing Association Selling and Sales Management SIG.

Rhett T. Epler (Ph.D. from the University of Wyoming) is an Assistant Professor of Marketing at Old Dominion University. Rhett’s research focuses on how salespeople manage challenges and how sales managers can best help salespeople to achieve their highest potential. Rhett also has also published research on how AI is impacting salespeople and sales managers. Rhett has published research in the Journal of Personal Selling and Sales Management, Industrial Marketing Management and several others. Rhett is on the editorial review board for the Journal of Personal Selling and Sales Management and is excited to publish impactful research. Rhett is also involved with his college’s PSE chapter and enjoys helping students to prepare for the professional world.

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