The sales force in any organisation is often the most visible and critical resource. Due to the wide-ranging changes in business practices caused by technological advances, companies have had to adapt their sales force and sales management practices in recent years. This workshop will introduce participants to the role of the sales force and sales management practices and trace their evolution over the last few decades. The workshop will examine the latest theoretical advances in the area and the skills required to manage a sales team. It will provide participants with an in-depth understanding of the function of sales management and its role within an organisation’s marketing strategies. The workshop will also address sales management strategies, predominantly in the B2B selling context.