Sales Management Analysis and Decision Making 9th Edition by Thomas N. Ingram
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- ISBN-10 : 0765644517
- ISBN-13 : 978-0765644510
The brand new 9th version of Sales Management continues the custom of mixing the newest gross sales administration analysis with real-life “finest practices” of main gross sales organizations. The authors educate gross sales administration programs and work together with gross sales managers and gross sales administration professors frequently. Their textual content focuses on the significance of using totally different gross sales methods for various client teams, in addition to integrating company, enterprise, advertising and marketing, and gross sales methods. Sales Management contains present protection of the traits and points in gross sales administration, together with quite a few real-world examples from the modern enterprise world which might be used all through the textual content to light up chapter discussions.
Key adjustments on this version embrace:
- Updates in every chapter to mirror the newest gross sales administration analysis, and main gross sales administration traits and practices
- An expanded dialogue on belief constructing and trust-based promoting as foundations for efficient gross sales administration
- All new chapter-opening vignettes about well-known firms that introduce every chapter and illustrate key matters from that chapter
- New or up to date feedback from gross sales managers in “Sales Management within the twenty first Century” bins
Concerning the Creator
Thomas N. Ingram is a Partnership of Excellence Fellow and professor of selling at Colorado State College, USA.
Raymond W. (Buddy) LaForge is the Brown-Forman Professor of Advertising at College of Louisville, USA.
Ramon A. Avila is the George and Frances Ball Distinguished Professor of Advertising and the founding director of the HH Gregg Middle for Skilled Promoting at Ball State College, USA.
Charles H. Schwepker, Jr. is the Mike and Patti Davidson Distinguished Advertising Professor at College of Central Missouri, USA.
Michael R. Williams is professor of selling and director of the Academy of Buyer Excellence and Sales at Oklahoma Metropolis College, USA.
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