Structure of the Book

The past three decades have been characterized by a rapid growth in the domain of information and communication technologies, which are increasingly becoming less expensive and more easy to use. A direct consequence of these evolutions is the breadth and capabilities of applications that these technologies are finding in the functioning of contemporary organizations. Given the fundamental importance of the sales organization for the prosperity and growth of any business-to-business organization, it is not surprising that the sales function has been largely affected by the introduction of such technologies. In fact, contemporary sales organizations are spending billions of dollars and euros on sales technologies ...

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