
Sales Management
Description
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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.
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Persons
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.
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