1 Market-Oriented Management in Global Markets (Albrecht Söllner/Wulff Plinke).

2 From Selling Goods to Marketing Services (Olaf Plötner).

3 NewValueChains (Michael Kleinaltenkamp).

4 Cost Decisions and Pricing Decisions in Times of Value-Based Management (Mario Rese).

5 Evolution of the Sales Force in a Global Economy (Jagdith N. Sheth/Arun Sharma).

6 Organizing the Sales Force (Wesley J. Johnston/Brian N. Rutherford).

7 Adjusting Corporate Customer Communication (Olaf Plötner/Frank Jacob).

8 Leading the Sales Force (Robert E. Spekman/Benjamin Moor).

9 Measuring Sales Force Performance (Martin Kupp).

Cases.

1 Creating a Competitive Edge in Global Markets (Christoph Burger/Franziska Frank).

Case: T-Systems.

Interview with Lothar Pauly (Franziska Frank).

2 Creating New Business by Redefining the Value Chain (Bülent Gögdün/Olaf Plötner).

Case: MAN Roland Druckmaschinen AG

Interview with Peter Kuisle (Bülent Gögdün/Olaf Plötner).

3 ValueSelling (Mario Rese/Richard Steiner).

Case: Leistritz Extrusion

Interview with Richard Steiner (Mario Rese).

4 The Services Shift in the IT Industries (Olaf Plötner).

Case: IBM/SBS

Interview with Friedrich Fröschl (Olaf Plötner).

5 Advanced Sales Management for a Complex Industrial Portfolio (Aubert Martin/Dale Wilson).

Case: Siemens A&D

Interview with Aubert Martin (Olaf Plötner).

Outlook (Robert E. Spekman).

Acknowledgements.

Notes.

The Authors.

Index.