Sales Management

Name: Sales Management
Brand: Taylor & Francis Ltd
SKU: 9781032426341
Price: 309.3 EUR
Availability: InStock

Analysis and Decision Making

Автор: Thomas Ingram, LaForge, Raymond (University of Louisville, USA), Ramon Avila, Charles Schwepker Jr., Michael Williams

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Корици: С твърди корици

Издател: Taylor & Francis Ltd

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This 11th edition of Sales Management continues the tradition of blending the most recent sales mana...

Информация за книгата

Автор

Thomas Ingram, LaForge, Raymond (University of Louisville, USA), Ramon Avila, Charles Schwepker Jr., Michael Williams

Език

Английски език

Корици

Книга - С твърди корици

Издадена

2023

страници

376

EAN

9781032426341

Enbook ID

43726849

Издател

Taylor & Francis Ltd

Теглоt

1236

Размери

210 x 280

Пълно описание

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.

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