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Synopsis
This leading text continues to set the standard with up-to-the-minute coverage of the trends and issues in sales management, equipping students with a strong foundation and the innovative skills needed for the 21st Century and offering the text in the form of modules, which allow instructors to customize their coverage in class.
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About the Author
Thomas N. Ingram (Ph.D., Georgia State University) is department chair and professor of marketing at Colorado State University. Before commencing his academic career, he worked in sales, product management, and sales management with Exxon and Mobil. Tom is a recipient of the Marketing Educator of the year award given by Sales and Marketing Executives International (SMEI). He was honored as the first recipient of the Mu Kappa Tau National Marketing Honor Society recognition award for Outstanding Scholarly Contributions to the Sales Discipline. On several occasions, he has been recognized at the university level for outstanding teaching. Tom has served as the editor of Journal of Personal Selling and Sales Management, chair of the SMEI Accreditation Institute, and as a member of the Board of Directors of SMEI. He is the editor of Journal of Marketing Theory and Practice. Tom's primary research is in personal selling and sales management. His work has appeared in the Journal of Marketing, Journal of Marketing Research, Journal of Personal Selling and Sales Management, and Journal of the Academy of Marketing Science, among others. He is the co-author of The Professional Selling Skills Workbook and Marketing Principles a Perspectives, and co-editor of Emerging Trends in Sales Thought and Practice.
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Sales Management : Analysis and Decision Making
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Sales Management: Analysis and Decision Making
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2003 PB Sales Management: Analysis and Decision Making by Thomas N. Ingram
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