9780765644510-0765644517-Sales Management: Analysis and Decision Making

Sales Management: Analysis and Decision Making

ISBN-13: 9780765644510
ISBN-10: 0765644517
Edition: 9
Author: Thomas N. Ingram, Ramon A Avila, Michael R. Williams, Raymond W. LaForge, Charles H. Schwepker Jr.
Publication date: 2015
Publisher: Routledge
Format: Paperback 402 pages
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Book details

ISBN-13: 9780765644510
ISBN-10: 0765644517
Edition: 9
Author: Thomas N. Ingram, Ramon A Avila, Michael R. Williams, Raymond W. LaForge, Charles H. Schwepker Jr.
Publication date: 2015
Publisher: Routledge
Format: Paperback 402 pages

Summary

Sales Management: Analysis and Decision Making (ISBN-13: 9780765644510 and ISBN-10: 0765644517), written by authors Thomas N. Ingram, Ramon A Avila, Michael R. Williams, Raymond W. LaForge, Charles H. Schwepker Jr., was published by Routledge in 2015. With an overall rating of 3.9 stars, it's a notable title among other Marketing (Marketing & Sales, Sales & Selling) books. You can easily purchase or rent Sales Management: Analysis and Decision Making (Paperback) from BooksRun, along with many other new and used Marketing books and textbooks. And, if you're looking to sell your copy, our current buyback offer is $0.49.

Description

The new 9th edition of Sales Management continues the tradition of blending the most recent sales management research with 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 consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes current coverage of the 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
  • An expanded discussion on trust building and trust-based selling as foundations for effective sales management
  • All new chapter-opening vignettes about well-known companies that introduce each chapter and illustrate key topics from that chapter
  • 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.

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