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Catalog Sales Management
“This text does a terrific job of capturing student interest.… The outstanding variety of learning methods helps make the course even more relevant, engaging, and useful in the development of sales professionals.” (*)
Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life "best practices" of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups, and on integrating corporate, business, marketing, and sales strategies. It equips students with a strong foundation in current trends and issues, and equips them with the skills needed for the 21st century.
Updates for this edition include:
• New Opening Vignettes provide recent examples of leading sales organizations.
• New "Sales Management in the 21st Century" boxes include new sales executives and personal comments.
• New "Ethical Dilemma" boxes give students the opportunity to address important ethical issues, many as role-play exercises.
• New and revised chapter cases with related sales management role-playing activities.
• New and revised techniques in the "Developing Sales Management Knowledge" and "Developing Sales Management Skills" activities.
• New or expanded coverage on: social networking in recruiting and selecting; virtual sales training; promoting ethical behavior in sales organizations; compensation of sales managers; and how to optimize the use of sales contests.
Endorsements: “The eighth edition continues the tradition of providing outstanding topical coverage and an appropriate level of rigor for university students. This text does a terrific job of capturing student interest. The outstanding variety of learning methods provided in the Eighth Edition of Sales Management helps make the course even more relevant, engaging, and useful in the development of sales professionals.” — Jon M. Hawes, Indiana State University
“An excellent resource for students. The content is delivered in a straightforward, easy-to-understand format. The supplementary materials are the most useful I've seen packaged with a sales text. As far as I am concerned, this is the book to use when teaching the sales management course.” — Dawn Deeter-Schmelz, Ohio University (on the previous edition)
Catalog Sales Management
Sales Management
Analysis and Decision Making
By (author)
Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams
e-ISBN
9780765633583
Edition
Eight
eBook Price
Pages
426
Pub Date
January 2012
Main Subject(s)
Marketing
“This text does a terrific job of capturing student interest.… The outstanding variety of learning methods helps make the course even more relevant, engaging, and useful in the development of sales professionals.” (*)
Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life "best practices" of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups, and on integrating corporate, business, marketing, and sales strategies. It equips students with a strong foundation in current trends and issues, and equips them with the skills needed for the 21st century.
Updates for this edition include:
• New Opening Vignettes provide recent examples of leading sales organizations.
• New "Sales Management in the 21st Century" boxes include new sales executives and personal comments.
• New "Ethical Dilemma" boxes give students the opportunity to address important ethical issues, many as role-play exercises.
• New and revised chapter cases with related sales management role-playing activities.
• New and revised techniques in the "Developing Sales Management Knowledge" and "Developing Sales Management Skills" activities.
• New or expanded coverage on: social networking in recruiting and selecting; virtual sales training; promoting ethical behavior in sales organizations; compensation of sales managers; and how to optimize the use of sales contests.
Endorsements: “The eighth edition continues the tradition of providing outstanding topical coverage and an appropriate level of rigor for university students. This text does a terrific job of capturing student interest. The outstanding variety of learning methods provided in the Eighth Edition of Sales Management helps make the course even more relevant, engaging, and useful in the development of sales professionals.” — Jon M. Hawes, Indiana State University
“An excellent resource for students. The content is delivered in a straightforward, easy-to-understand format. The supplementary materials are the most useful I've seen packaged with a sales text. As far as I am concerned, this is the book to use when teaching the sales management course.” — Dawn Deeter-Schmelz, Ohio University (on the previous edition)