This week, we will cover some concepts that are very relevant to sales management. The first topic deals with two types of sales, we call them inside and outside sales. These are terms used to describe two different kinds of selling organizations. The second concept is about something called a buying center. This is something that is found in a lot of business to business companies. A buying center is an informal group of people found in an organization who influence the buying decisions of the firm. A great way to equate a buying center is to think about how a typical family buys certain products like in a grocery store. You've often seen like the mother or father with a grocery cart pushing it down and it's filled with kids and of course the kids are expressing all kinds of them, they want this and they want that. In a microcosm, that's like a buying center, right. Those kids have influence on the ultimate purchaser. Marketers got really smart about that and they market to kids as well as to parents. That's the same concept that's used when we refer to a buying center. However, it's a little more structured and exists in business to business firms. A buying center has a huge impact on how sales is conducted and managed. Now, we'll conclude this session with a brief review of the personal selling process. This specialization focuses on how to manage a sales organization. However, to be effective, a sales manager must be at least familiar with what a sales person actually does. Thus any discussion of sales management should begin with review of the principles of personal sales. For those of you who are already familiar with personal sales, you can consider this a quick refresher course. For the rest of us, this provides a good foundation on which to build our sales management expertise.