In many business sectors it won't be long before the sales force does not have a central physical location, and sales management will have to perform the complex management functions without the advantage of physical interaction. In today's fierce competitive environment fostered by the internet, potential customers can find out all about your company and product or service before your sales reps ever contact them. Quick, decisive action must occur as rapidly as possible. Salespeople must be made into experts in their market sectors, products and as sales reps. The sales manager must possess highly accurate real-time methods to keep track of reps, see that they are on quota and ensure they are becoming more capable in the art of selling. Fortunately sales management can avail themselves of the clear, concise view of sales rep activity today and set themselves up for the remote, virtual tomorrow. This book lays out the basic skills, knowledge and various tools that sales management- as well as the sales force - needs to function in the virtual marketplace. As with anything, the key is having some understanding along with possessing the ability to change with the times. Sales managers and salespeople demonstrate that ability to change every day on the job. Here is the basic knowledge and suggested tools to propel you through the changes of today and into the future.