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Sales Management,“I dont care how many degrees you have on the wall, if you dont know how to sell, youre probably going to starve.”,Heavyweight boxer George Formans advice to his children L.A. Times, pg. C2, Tuesday, March 25, 1997,Figure 1-1: Positions of Personal Selling and Sales Management in the Marketing Mix,Sales management,PlanningMotivating BudgetingCompensating Recruiting and selectingDesigning territories TrainingEvaluating performance,Figure 1-2,Marketplace Changes and Selling Consequences,What creates satisfied customers?,