Preface
Fundamental to the success of any organization is its relationship with customers. As we move into the second decade of the 21st Century the relationship between organizations and customers is in a period of profound change. Technology, globalization, ethical concerns, corporate strategic decisions, and a host of other issues have created a revolution in the selling process. Customers are no longer interested in working with companies that cannot add substantial value to their business. They seek better, more strategic partnerships with suppliers. And the changes in the buyer–seller relationship have also led to dramatic changes in the management of salespeople. Issues of home/virtual offices, new approaches to communication technology, ...
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