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Research the topic of sales management with a focus on sales manager selection and training. Specifically address the following questions:
1. Why and how do you think the sales manager’s job will change as we move further into the 21st century?
2. What criteria would you propose for progressive companies to use in selecting salespeople for promotion to sales manager?
3. What kind of training would you provide to new sales managers? What about additional training for more experienced sales managers?
4. Describe how sales managers can use the latest telecommunications technology and developments in information management to more effectively and efficiently lead and direct the sales force.
Your response must be a minimum of two pages in length, double-spaced. References should include at least one additional credible reference beyond the textbook. All sources used must be referenced; paraphrased and quoted material must have accompanying citations, and cited per APA guidelines.
Hair, J. F., Anderson, R. E, Mehta, R., & Babin, B. J. (2009). Sales management: Building customer relationships and partnerships. Boston, MA: Houghton Mifflin.