Sales Management: Analysis and Decision Making

Author:   Thomas N. Ingram ,  Raymond W. LaForge (University of Louisville, USA) ,  Ramon A. Avila ,  Charles H. Schwepker Jr
Publisher:   Taylor & Francis Ltd
Edition:   10th edition
ISBN:  

9780367252731


Pages:   358
Publication Date:   31 October 2019
Replaced By:   9781032426341
Format:   Hardback
Availability:   In Print   Availability explained
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Sales Management: Analysis and Decision Making


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Overview

"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."

Full Product Details

Author:   Thomas N. Ingram ,  Raymond W. LaForge (University of Louisville, USA) ,  Ramon A. Avila ,  Charles H. Schwepker Jr
Publisher:   Taylor & Francis Ltd
Imprint:   Routledge
Edition:   10th edition
Weight:   1.292kg
ISBN:  

9780367252731


ISBN 10:   0367252732
Pages:   358
Publication Date:   31 October 2019
Audience:   College/higher education ,  Tertiary & Higher Education ,  Undergraduate
Replaced By:   9781032426341
Format:   Hardback
Publisher's Status:   Active
Availability:   In Print   Availability explained
This item will be ordered in for you from one of our suppliers. Upon receipt, we will promptly dispatch it out to you. For in store availability, please contact us.

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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.

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