Synopsis
This tenth edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations. The authors teach sales management courses, and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different customer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes coverage of the current trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions.
Key changes in this edition include:
- Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices;
-
Revised end-of-chapter cases;
-
Revised ethical dilemma boxes;
-
All new chapter opening vignettes about well-known companies that illustrate key topics from that chapter; and
- New or updated comments from sales managers in "Sales Management in the 21st Century" boxes.
An online instructor's manual with test questions and PowerPoints is available to adopters.
"synopsis" may belong to another edition of this title.
About the Author
Thomas N. Ingram is a Department Chair Emeritus and Professor of Marketing Emeritus at Colorado State University, USA.
Raymond W. (Buddy) LaForge is the Brown-Forman Professor of Marketing Emeritus at University of Louisville, USA.
Ramon A. Avila is the George and Frances Ball Distinguished Professor of Marketing and the founding director of the Center for Professional Selling at Ball State University, USA.
Charles H. Schwepker, Jr. is the Randall and Kelly Harbert Distinguished Marketing Professor at University of Central Missouri, USA.
Michael R. Williams is the American Floral Services Chair in Marketing and is Professor of Marketing and Associate Dean for Academic Affairs at Oklahoma City University, USA.
"About this title" may belong to another edition of this title.
Other Popular Editions of the Same Title
Search results for Sales Management: Analysis and Decision Making
Stock Image
Sales Management: Analysis and Decision Making
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Item in good condition. Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00090908313
Stock Image
Sales Management: Analysis and Decision Making
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00090910987
Stock Image
Sales Management: Analysis and Decision Making
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Acceptable. Item in acceptable condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00090931441
Seller Image
Sales Management: Analysis and Decision Making
Seller: -OnTimeBooks-, Phoenix, AZ, U.S.A.
Seller rating 5 out of 5 stars
Condition: very_good. Gently read. May have name of previous ownership, or ex-library edition. Binding tight; spine straight and smooth, with no creasing; covers clean and crisp. Minimal signs of handling or shelving. 100% GUARANTEE! Shipped with delivery confirmation, if you're not satisfied with purchase please return item for full refund. Ships USPS Media Mail. Seller Inventory # OTV.0367252732.VG
Stock Image
Sales Management: Analysis and Decision Making
Seller: BooksRun, Philadelphia, PA, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: New. 10. The item is brand new, never used or read. It's in perfect condition and may include supplements and/or access codes or come shrink-wrapped. Seller Inventory # 0367252732-9-1