Sales Management

Sales Management : Analysis and Decision Making

By (author) Thomas N. Ingram , By (author) Raymond W. LaForge , By (author) Ramon A. Avila , By (author) Jr. Charles H. Schwepker , By (author) Michael R. Williams


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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 identifies the skill sets needed for the 21st century.

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  • Paperback | 424 pages
  • 215.9 x 279.4 x 20.32mm | 975.22g
  • 15 Mar 2012
  • Taylor & Francis Inc
  • M.E. Sharpe
  • Armonk
  • English
  • Revised
  • 8th Revised edition
  • 0765626403
  • 9780765626400
  • 430,960

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