Acknowledgements

We would like to acknowledge the input provided to this book by Colin Mattey, for his insights into managing sales and marketing professionals; John Davies, Ian Thurlow and Paul Warren, who wrote Chapter 8; Linda Davies, who wrote Chapter 9; Graeme Smith, who contributed Chapter 10; and Ankey Heley, who used her extensive experience in the sales and marketing field when proofreading the text.

Tom and Nick would like to thank their wives and families for their support and tolerance during the writing of this book.