Sales Management: Analysis and Decision Making
- ISBN-10
- 0765626403
- ISBN-13
- 9780765626400
- Series
- Sales Management
- Category
- Business & Economics
- Pages
- 424
- Language
- English
- Published
- 2012
- Publisher
- Routledge
- Authors
- Thomas N. Ingram, Ramon A. Avila, Charles H. Schwepker
Description
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 identifies the skill sets 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 to 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.An instructor's manual with learning objectives, a test bank, PowerPoint presentation materials, and more is available online to adopters.
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