Until now, there have only been a few works in the German-speaking world that provide competent insights into the professional management of sales representatives. Albers and Krafft offer sophisticated yet practical suggestions on how to effectively lead and manage sales teams. The authors draw on the latest findings from international research, use examples and case studies from the German-speaking region, and support their recommendations with comprehensive original studies. In short: a book by sales experts for sales experts. The authors target academically inclined sales managers with this work, while also creating a standard reference that will serve as a foundation for education in business administration or at training institutions.