SALES MANAGEMENT:ANALYSIS AND DECISION MAKING 6th Edition (English, Paperback, Thomas N. Ingram)

SALES MANAGEMENT blends the most recent sales management research with real-life "best practices" of leading sales organizations. This text continues to focus on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Topics are covered from the perspective of a sales management decision maker.

Table of Contents

• Strategic and Leadership Focus: Throughout this edition of Sales Management, more emphasis has been placed on sales management from strategic and leadership perspectives.
• Role Plays: In this edition of Sales Management, we have increased the role plays at the end of each module for readers to act out various sales management roles. These role plays are identified by role play icons to allow for easy identification. Customer Relationship Management (CRM): This edition of Sales Management continues the discussion of CRM as a new emerging business strategy, integrating the use of technology to execute a successful CRM strategy.
• Strategic and Leadership Focus: Throughout this edition of Sales Management, more emphasis has been placed on sales management from strategic and leadership perspectives.
• Cases: The text contains a mix of cases. The shorter cases are found in the "Making Sales Management Decisions" at the end of each chapter, and are great for written assignments, as well as excellent opportunities to stimulate classroom discussions and role plays. The longer cases are found at the end-of-book and are best for a more comprehensive analysis or team presentation.
• Sales Management in the 21st Century: Found within each chapter, these boxed features contain excerpts from members of a Sales Executive Panel, which includes sales executives from various companies. These "best practices" give readers real-life examples of what executives of companies may suggest.
• Technology: Coverage of the use of new and emerging technologies throughout all stages in the sales management process is integrated throughout the text, as this has become an integral part of business.
• Robust End-of-Module Applications: Each module facilitates student learning and skill-building with complete end-of-module applications. At the end of each module there are sections on: "Understanding Sales Management Terms" (key terms addressed in the module); "Developing Sales Management Knowledge" (questions to help readers develop and understand important sales management issues and relationships); "Building Sales Management Skills" (exercises in which readers can apply sales management knowledge learned in the module); and "Making Sales Management Decisions" (case situations that allow readers to make important sales management decisions).