Sales Management - Ingram Thomas N.; Laforge Raymond W.; Avila Ramon A.; Schwepker Jr. Charles H.; Williams Michael R. | Libro Routledge 06/2015 -

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ingram thomas n.; laforge raymond w.; avila ramon a.; schwepker jr. charles h.; williams michael r. - sales management

Sales Management Analysis and Decision Making

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Lingua: Inglese


Pubblicazione: 06/2015
Edizione: Edizione nuova, 9° edizione

Note Editore

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.


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


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.

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Altre Informazioni



Condizione: Nuovo
Dimensioni: 11 x 8.5 in Ø 2.50 lb
Formato: Brossura
Illustration Notes:121 color tables and 49 color line drawings
Pagine Arabe: 378
Pagine Romane: xxiv

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