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Practical Sales Management offers realistic perspectives on traditional tasks of the sales manager such as hiring, training, compensation, organization, automation, and achievement measures. In addition, it presents new guidance on how necessary the sales manager's involvement is in contracts, pricing, channel selection, and company resource relationships. Finally, Practical Sales Management describes how crucial the sales manager is in company leadership, strategy formulation, and in reporting market judgments of the performance of the firm. Bonus sections are included on how to sell, how to increase sales, and how to avoid mistakes.