{"product_id":"sales-management-analysis-and-decision-making-paperback","title":"Sales Management: Analysis and Decision Making - Paperback","description":"\u003cp\u003eby \u003cb\u003eThomas N. Ingram\u003c\/b\u003e (Author), \u003cb\u003eRaymond W. LaForge\u003c\/b\u003e (Author), \u003cb\u003eRamon a. Avila\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThis 11th edition of \u003ci\u003eSales Management \u003c\/i\u003econtinues the tradition of blending the most recent sales management research with the real-life \"best practices\" of leading sales organizations and sales professionals.\u003c\/p\u003e\u003cp\u003eReflecting 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. \u003ci\u003eSales Management \u003c\/i\u003eincludes 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.\u003c\/p\u003e\u003cp\u003eThe new 11th edition includes: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eEmphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies;\u003c\/li\u003e \u003c\/ul\u003e\u003cul\u003e \u003cli\u003eUpdated 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;\u003c\/li\u003e \u003c\/ul\u003e\u003cul\u003e \u003cli\u003eUpdated ethical dilemmas for students to practice ethical decision making;\u003c\/li\u003e \u003c\/ul\u003e\u003cul\u003e \u003cli\u003eRevised 'Sales Management in Action' boxes;\u003c\/li\u003e \u003c\/ul\u003e\u003cul\u003e \u003cli\u003eMultiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter.\u003c\/li\u003e \u003c\/ul\u003e\u003cp\u003eThis 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.\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eThomas N. Ingram\u003c\/strong\u003e is a Department Chair Emeritus and Professor of Marketing Emeritus at Colorado State University, USA. \u003c\/p\u003e\u003cp\u003eRaymond W. LaForge is the Brown-Forman Professor of Marketing Emeritus at University of Louisville, USA. \u003c\/p\u003e\u003cp\u003eRamon 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. \u003c\/p\u003e\u003cp\u003eCharles H. Schwepker, Jr. is the Randall and Kelly Harbert Distinguished Marketing Professor at University of Central Missouri, USA. \u003c\/p\u003e\u003cp\u003eMichael 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.\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 350\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.78 x 11 x 8.25 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eIllustrated:\u003c\/strong\u003e Yes\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e January 22, 2024\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":51751161266464,"sku":"9781032426358","price":196.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0974\/9764\/5344\/files\/f41322e25673a853712a435680882a66.webp?v=1779966055","url":"https:\/\/ebocreations.com\/products\/sales-management-analysis-and-decision-making-paperback","provider":"The E-Book Oasis LLC","version":"1.0","type":"link"}