Sales Management
Analysis and Decision Making
9th Edition
Published on 10. April 2015
Book
Hardback
378 pages
978-1-138-85802-2 (ISBN)
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.
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.
More details
Edition
9th New edition
Language
English
Place of publication
London
United Kingdom
Publishing group
Taylor & Francis Ltd
Target group
College/higher education
Edition type
New edition
Illustrations
49 farbige Zeichnungen, 121 farbige Tabellen
49 Line drawings, color; 121 Tables, color
Dimensions
Height: 279 mm
Width: 216 mm
Weight
1497 gr
ISBN-13
978-1-138-85802-2 (9781138858022)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Book
10/2019
10th Edition
Routledge
€259.98
Article exhausted; check for reprint
Additional editions
Book
06/2015
9th Edition
M.E. Sharpe
€119.04
Article exhausted; check for reprint
Persons
Thomas N. Ingram is a Partnership of Excellence Fellow and professor of marketing at Colorado State University, USA.
Raymond W. (Buddy) LaForge is the Brown-Forman Professor of Marketing at University of Louisville, USA.
Ramon A. Avila is the George and Frances Ball Distinguished Professor of Marketing and the founding director of the HH Gregg Center for Professional Selling at Ball State University, USA.
Charles H. Schwepker, Jr. is the Mike and Patti Davidson Distinguished Marketing Professor at University of Central Missouri, USA.
Michael R. Williams is professor of marketing and director of the Academy of Customer Excellence and Sales at Oklahoma City University, USA.
Raymond W. (Buddy) LaForge is the Brown-Forman Professor of Marketing at University of Louisville, USA.
Ramon A. Avila is the George and Frances Ball Distinguished Professor of Marketing and the founding director of the HH Gregg Center for Professional Selling at Ball State University, USA.
Charles H. Schwepker, Jr. is the Mike and Patti Davidson Distinguished Marketing Professor at University of Central Missouri, USA.
Michael R. Williams is professor of marketing and director of the Academy of Customer Excellence and Sales at Oklahoma City University, USA.
Content
Preface 1. Changing World of Sales Management Part I: Describing the Personal Selling Function 2. Overview of Personal Selling Part II: Defining the Strategic Role of the Sales Function 3. Organizational Strategies and the Sales Function 4. Sales Organization Structure and Salesforce Deployment Appendix 4. Developing Forecasts Part III: Developing the Salesforce 5. Acquiring Sales Talent: Recruitment and Selection 6. Continual Development of the Salesforce: Sales Training Part IV: Directing the Salesforce 7. Sales Leadership, Management, and Supervision 8. Motivation and Reward System Management Part V: Determining Salesforce Effectiveness and Performance 9. Evaluating the Effectiveness of the Organization 10. Evaluating the Performance of Salespeople