Sales Management Analysis and Decision Making

ISBN-10: 0765626403

ISBN-13: 9780765626400

Edition: 8th 2012 (Revised)

List price: $64.95
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Description: Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life best practices of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups, and on integrating corporate, business, marketing, and sales strategies. It equips students with a strong foundation in current trends and issues, and equips them with the skills needed for the 21st century.Updates for this edition include:--New Opening Vignettes provide recent examples of leading sales organizations.--New Sales Management in the 21st Century boxes include new sales executives and personal comments.--New Ethical Dilemma boxes give students the opportunity to address important ethical issues, many as role-play exercises.--New and revised chapter cases with related sales management role-playing activities.--New and revised techniques in the Developing Sales Management Knowledge and Developing Sales Management Skills activities.--New or expanded coverage to social networking in recruiting and selecting; virtual sales training; promoting ethical behavior in sales organizations; compensation of sales managers; and how to optimize the use of sales contests.An instructor's manual with learning objectives, a test bank, PowerPoint presentation materials, and more is available online to adopters.

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Book details

List price: $64.95
Edition: 8th
Copyright year: 2012
Publisher: Routledge
Publication date: 3/15/2012
Binding: Paperback
Pages: 424
Size: 8.50" wide x 11.00" long x 1.00" tall
Weight: 2.838
Language: English

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