Sales Management: Analysis and Decision Making

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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  • Publisher: M.E. Sharpe
  • Format: Paperback | 424 pages
  • Dimensions: 216mm x 279mm x 20mm | 975g
  • Publication date: 15 March 2012
  • Publication City/Country: Armonk
  • ISBN 10: 0765626403
  • ISBN 13: 9780765626400
  • Edition: 8, Revised
  • Edition statement: 8th Revised edition
  • Sales rank: 312,942

Product 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 identifies the skill sets needed for the 21st century.

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