Sales Management: Analysis and Decision Making

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

ISBN 10: 0367252740 / ISBN 13: 9780367252748

Published by Routledge, 2019

About this Item

*VALUE PRICED USED BOOK* Book may contain markings, highlights, water damage, and minor cover damage. Used items may not contain supplemental items such as CD, DVD, or other previously included items that would come with a NEW book.

Seller Inventory # BSNV8381674

Bibliographic Details

• Title: Sales Management: Analysis and Decision Making
• Publisher: Routledge
• Publication Date: 2019
• Language: English
• ISBN 10: 0367252740
• ISBN 13: 9780367252748
• Binding: paperback
• Condition: Good
• Weight: 8 ounces

About this title

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.

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.