SELL (with CourseMate Printed Access Card) (Engaging 4LTR Press Titles in Marketing) - Softcover

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

Softcover

ISBN 10: 113318832X ISBN 13: 9781133188322

Publisher: Cengage Learning, 2012

Synopsis

Created through a "student-tested, faculty-approved" review process with over 200 students and faculty, SELL 3 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 3 employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations.

About this title

About the Author:

Thomas N. Ingram (Ph.D., Georgia State University) is professor of marketing and FirstBank Professor of Business Administrations 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. The University Sales Center Alliance has designated Professor Ingram as a Distinguished Sales Educator for his long-term contributions to sales education. Tom has served as the editor of the Journal of Personal Selling & Sales Management, chair of the SMEI Accreditation Institute, and as a member of the Board of Directors of SMEI. He is the former editor of the JOURNAL OF MARKETING THEORY & 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 & SALES MANAGEMENT, and the JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, among others. He is the coauthor of one of the ''Ten Most Influential Articles of the 20th Century'' as designated by the Sales and Sales Management Special Interest Group of the American Marketing Association.

Review:

"They (students) like the magazine approach and how it is laid out along with the price. It is an easy read according to one student and they seem to retain more information."

"I have made the decision to adopt this text for my Fall, 2011 class. The reasons are as follows: 1) the information is comprehensive and applicable to today's market environment. I feel the students will benefit from the materials, and be able to apply the knowledge to their select professions. 2) the visual layout of the text is attractive and is presented in a way that encourages greater curiosity of the subject matter. In honesty, too many textbooks, while rich in context, is often dry in presentation losing the readers' attention. This textbook does an effective job of relaying the necessary information while keeping the reader's attention, and 3) I like the book's Case and Role Play scenarios. These exercises allow the student to flex their skills and knowledge on the chapter's contents, giving them a deeper understanding of the issues."

About this edition

• Publisher: Cengage Learning
• Publication date: 2012
• ISBN 10: 113318832X
• ISBN 13: 9781133188322
• Binding: Paperback
• Edition number: 3
• Number of pages: 304