The seventh edition of the book builds on the strengths of the sixth edition ? which was aimed toward accomplishing three objectives ? To delineate the areas in which sales managers make decisions; To analyze decision alternatives and criteria in these areas; and To provide cases as real-world illustrations of decision situations. These objectives will be accomplished if readers understand the sales manager?s functions in diverse circumstances. This edition focuses on post-pandemic sales and distribution management. The main perspective is that of the sales executive as a participant in the marketing management team. Sales managers participate in and sometimes are primarily or jointly accountable for formulating strategies for the product line, pricing, physical distribution