Sales Management: Analysis and Decision Making

Sales Management: Analysis and Decision Making

<P>The new 9th edition of <EM>Sales Management </EM>continues the tradition of blending the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. <EM>Sales Management </EM>includes current coverage of the trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions.</P> <P> </P> <P>Key changes in this edition include:</P> <UL> <LI>Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices</LI> <LI>An expanded discussion on trust building and trust-based selling as foundations for effective sales management</LI> <LI>All new chapter-opening vignettes about well-known companies that introduce each chapter and illustrate key topics from that chapter</LI> <LI>New or updated comments from sales managers in "Sales Management in the 21st Century" boxes</LI></UL> <P> </P> <P>An online instructor's manual with test questions and PowerPoints is available to adopters.</P>