This is not easy reading, but there is a lot of much-needed information in this well-written book. Many salespeople are left to their own whims. The authors, Lockhart and Herter, advise against this, but they do not believe in micro-management, either.
They explain that the sales department is where the money is actually generated, so it must be controlled to maximize its potential. They introduce the PATH system. In a nutshell, the PATH system puts professionalism into sales. Does it involve micromanaging? It should not have to. I believe the authors would agree that if you have a salesperson you have to micromanage, you should let them go.
Those in sales and academia will benefit from this book.