Sales Management: Analysis and Decision Making - Softcover

Ingram, Thomas N.; LaForge, Raymond W.; Avila, Ramon A.; Schwepker, Jr., Charles H.; Williams, Michael R.

Softcover

ISBN 10: 0324321058 ISBN 13: 9780324321050

Publisher: South-Western College Pub, 2005

Synopsis

Make effective sales decisions with SALES MANAGEMENT! With a focus on the importance of employing different sales strategies for different consumer groups, this management text blends the most recent sales management research with real-life best practices of leading sales organizations. Role plays, cases, technology, and applications are just a few of the tools that will help you succeed in your sales career.

About this title

About the Authors

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.

Raymond W. (Buddy) LaForge (DBA, University of Tennessee) is the Brown-Forman Professor of Marketing at the University of Louisville. He founded the Marketing Education Review, served as editor for eight years, and is currently executive editor. Buddy has co-authored Marketing: Principles & Perspectives, Sales Management: Analysis and Decision Making, The Professional Selling Skills Workbook, and co-edited Emerging Trends in Sales Thought and Practice. His research is published in many journals including the Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, and Journal of Personal Selling and Sales Management. Buddy currently serves on the Direct Selling Education Foundation Board of Directors and Executive Committee, DuPont Corporate Marketing Faculty Advisory Team for the Sales Enhancement Process, Family Business Center Advisory Board, as Vice President of Conferences and Research for the American Marketing Association Academic Council, and as Vice President /Marketing for the Academy of Business Education. He is developing the sales program at the University of Louisville and establishing the Sales Professional Network (http://cbpa.louisville.edu.salenetwork) linking sales faculty students, and executives to improve sales careers, education, research, and practice. Buddy and his wife, Susan, and daughters, Alexandra and Kelly, enjoy tennis, golf, and thoroughbred racing in Louisville, Kentucky.

Ramon A. Avila (Ph.D., Virginia Tech University) is the George and Frances Ball Distinguished Professor of Marketing at Ball State University. Before coming to Ball State, he worked in sales with the Burroughs Corporation. He has also held two visiting Professorships at the University of Hawaii. Ramon was presented the 1999 Mu Kappa Tau's Outstanding Contributor to the Sales Profession. He is only the third recipient of this award. Ramon has also received the University's Outstanding Junior Faculty award, the University's Outstanding Service award, the College of Business Professor of the year, and the Dean's Teaching award ever year since its inception in 1987. Ramon also sits on six editorial review boards. Ramon's primary research is in personal selling and sales management. His work has appeared in the Journal of Marketing Research, Journal of Personal Selling and Sales Management, Industrial Marketing Management, Journal of Marketing Management, and the Journal of Marketing Theory and Practice, among others. He is the co-author of The Professional Selling Skills Workbook.

Charles H. Schwepker, Jr. (Ph.D., University of Memphis) is professor of marketing at Central Missouri State University. He has experience in wholesale and retail sales. His research interests are in sales management, personal selling, marketing ethics and consumer behavior. His articles have appeared in the Journal of the Academy of Marketing Science, Journal of Public Policy and Marketing, Journal of Personal Selling and Sales Management and Journal of Business Ethics, among other journals, various national a nd regional proceedings, and books, including Marketing Communications Classics. He is on the editorial review boards of the Journal of Personal Selling and Sales Management, Journal of Marketing Theory and Practice, Journal of Business & Industrial Marketing and Southern Business Review.

Michael R. Williams (Ph.D., Oklahoma State University) is associate professor of marketing at Illinois State University. Coinciding with his successful academic and research career, Mike brings with him a rich experience of more than 20 years' work in industrial sales, sales management, and marketing research. Mike's research has been published in a variety of journals, including the Journal of Personal Selling and Sales Management, International Journal of Purchasing and Materials Management, Journal of Business and Industrial Marketing, Quality Management Journal, Competitiveness Review, Journal of Industrial Technology, Journal of Marketing Theory and Practice, and Simulation and Gaming: An International Journal of Theory , Design, and Research. His work has also received numerous honors, including Outstanding Article for 1998 in the Journal of Business and Industrial Marketing, the AACSB's Leadership in Innovative Business Education Award, and the Marketing Science Institute's Alden G. Clayton Competition. Mike has also been honored with numerous university and college research and teaching awards, and his work in the field of corporate and university education has resulted in his being named to Who Who's in American Education. Recognition of his work in the areas of sales and organizational performance, customer orientation and corporate culture have further resulted in Mike's being honored in Who's Who in the South and Southwest, and Who's Who in America. Mike is currently national director for the National Conference in Sales Management, faculty advisory board member for the Fisher Institute of Personal Selling at the University of Akron, and co-director of the Market-Driven Quality Group.

Edition details

• Publisher: South-Western College Pub
• Publication date: 2005
• Language: English
• ISBN 10: 0324321058
• ISBN 13: 9780324321050
• Binding: Paperback
• Edition number: 6
• Number of pages: 480