Congratulations, you've completed Course One. In addition to introducing the instructors and their specialization, we provided an overview of the sales management function. We also examined strategic planning and how that impacts sales management. Remember, if you're asked to develop a sales plan, first has to see the firm's strategic plan. Your sales plan needs to be consistent and support the strategic plan. We covered the tasks of sales management, the skill sets required to sales managers, and the challenges facing sales managers. As part of that, you have met Lee Hardesty who provided a real-world perspective on sales management. Basically, learned what Lee does for a living. We also covered two critical concepts, inside versus outside sales and the idea of a buying center. Inside and outside sales refers to two kinds of sales organizations. As their name implies, inside sales organizations rarely meet customers face-to-face, instead they rely on the phone and the Internet to communicate and interact. Outside sales organizations physically meet and interact with the customer. So recall, a buying center is an informal group of people found in an organization that influences the firms buying decisions. A buying decision has a big impact on how sales are conducted and managed. We finished the course with a review of the personal selling process and reviewed the sequential steps used in that selling process. So now, we have a foundation of sales management. Let's now move into the next topic, Sales Force Design and Recruitment.