This 11th 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 and sales professionals.

Reflecting today’s emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. Sales Management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions.

The new 11th edition includes:

Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies
Updated end-of-chapter cases with application questions, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager
Updated ethical dilemmas for students to practice ethical decision making
Revised ‘Sales Management in Action’ boxes
Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter

This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.

Acerca del autor

Thomas N. Ingram is a Department Chair Emeritus and Professor of Marketing Emeritus at Colorado State University, USA.

Raymond W. 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 Emeritus 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 Professor of Marketing at Oklahoma City University, USA, and Professor of Marketing Emeritus at Illinois State University, USA.

"Sobre este t�tulo" puede pertenecer a otra edici�n de este libro.

Descripci�n de la librer�a

We specialise in General Interest Books from South Asian countries.

Ver la p�gina web de la librer�a

Informaci�n empresarial del vendedor

BOOKS AND PERIODICALS AGENCY LTD
90 Barnet Gate Lane, Barnet, EN5 2AX, United Kingdom

Condiciones de venta y env�o

Condiciones de venta

Returns accepted if you are not satisfied with the Service or Book.

Derecho a cancelaci�n

Condiciones de env�o

Best packaging and fast delivery

Tarifas de env�o de Reino Unido a Estados Unidos de America

Tarifas de env�o de Reino Unido a Estados Unidos de America
Cantidad del pedido	De 14 a 45 d�as h�biles	De 5 a 10 d�as h�biles
Primer art�culo	EUR 7.45	EUR 11.30

Los plazos de entrega los establecen los vendedores y var�an seg�n el transportista y la ubicaci�n. Los pedidos que pasan por la aduana pueden sufrir retrasos y los compradores son responsables de los aranceles o tarifas asociadas. Los vendedores pueden ponerse en contacto con usted en relaci�n con cargos adicionales para cubrir cualquier aumento en los costes de env�o de los art�culos.