Name: Sales Management By Thomas N. Ingram (Colorado State University, USA)
SKU: 9780765644510
Price: 6.47 USD
Availability: InStock

Sales Management Summary

Sales Management: Analysis and Decision Making by Thomas N. Ingram (Colorado State University, USA)

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.

About Thomas N. Ingram (Colorado State University, USA)

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.

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

Additional information

Sku

CIN0765644517VG

ISBN 13

9780765644510

ISBN 10

0765644517

Title

Sales Management: Analysis and Decision Making by Thomas N. Ingram (Colorado State University, USA)

Author

Thomas N. Ingram (Colorado State University, USA)

Condition

Used - Very Good

Binding type

Paperback

Publisher

Taylor & Francis Ltd

Year published

20150422

Number of pages

378

Prizes

N/A

Cover note

Book picture is for illustrative purposes only, actual binding, cover or edition may vary.

Note

This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

Sales Management Thomas N. Ingram (Colorado State University, USA)

Sales Management by Thomas N. Ingram (Colorado State University, USA)

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Sales Management Summary

Sales Management: Analysis and Decision Making by Thomas N. Ingram (Colorado State University, USA)

About Thomas N. Ingram (Colorado State University, USA)

Table of Contents

Additional information

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