How do firms adjust sales management strategy for new product launch? Does sales management strategy change more radically for different types of new products such as new-to-the-world products versus product revisions? Because firms introducing a new product rely considerably on their sales...

Proposes an increasing role for the salesforce in the new product development process. Describes how the sales job itself has been evolving toward one of relationship building with customers, and how marketplace and economic changes such as globalization and large debt have caused firms to look...