Professional Selling's chapters can be mixed and matched with Sales Management chapters from Ingram's Sales Management, Fourth Edition to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling.

Professional Selling

Business & Money

Ingram, Thomas N.

LaForge, Raymond W.

Avila, Ramon A.

Schwepker, Charles H.

Williams, Michael R.

Marketing & Sales

South-Western College Pub.

Sales Management: Analysis And Decision Making [hardcover] Laforge, Raymond W. [Jan 01, 1991]

Sales Management: Analysis And Decision Making

Management & Leadership

Harcourt School

Packaged in the same, extremely popular framework of the two prior editions, this market leader continues to set the standard in sales management texts with its up-to-the-minute coverage of the trends and issues of the dynamic sales field, equipping students with a strong sales foundation and the innovative skills needed for 21st century selling. On the cutting edge of today's industry, this new edition emphasises such emerging trends as teamwork within the sales organisation, international issues and cultural diversity, ethics and relationship-oriented sales, and the productivity available with new technologies and quality improvement programs, thoroughly integrating the topics throughout the text. Features: * Extensive coverage of the interrelationship between corporate and business marketing, sales strategies, and sales management shows students the complexity and importance of sales management in meeting the objectives of the firm. * Detailed coverage of relationship strategies and various sales channel strategies including discussions of telemarketing, manufacturer, representatives, and distributors, extends the discussion of sales management and portrays various alternatives available to sales managers. * Three application exercises follow each chapter to give students hands-on practice solving problems using sales management concepts developed in the chapter. * A semi-annual "Sales Management Update", written by the authors, contains current abstracts of articles keyed to each chapter of the text, providing students with the latest applications and examples from the business world. New to this edition: * For the third edition, this best-selling veteran author team has added Dr. Charles H. Schwepker, Jr., who has completed significant research in the area of sales and ethics. * Tow new chapter boxes features feedback from actual sales managers in the field who comment on specific ways they incorporate teamwork into their organizations, as well address international sales management practices and diversity issues, complementing the text's already-strong teamwork and global perspective. * Many chapters conclude with a separate section on ethical issues, giving the text an even stronger ethical orientation. * 30 new short cases, most of them rewritten, provide excellent opportunities for in-class or out-of-class role playing. The Instructor's Manual contains suggestions for role-playing and videotaping case situations. * The case software included with each text is all new, while the new SPREE software has been completelyu updated and improved. * Increased emphasis on international sales management practices and diversity throughout sales and customer organizations. * All new opening vignettes, new software, increased integration of ethics prove that Ingram/Laforge maintains its leadership as the most up-to-date sales management text. * The new video package is integrated with the text, bringing innovative sales in actin to the classroom.

Sales Management: Analysis and Decision Making (The Dryden Press Series in Marketing)

Harcourt College Pub.

Bearden et al. take a cutting edge approach to marketing.  This text continues to be a leader in the coverage of the most recent marketing thought.  In the first edition, our emphasis on integrated marketing communications (Part 7) and our separate chapter on direct marketing (chapter 21) were the best examples of this competitive advantage.  In addition, for the second edition we have added a focus on customer loyalty and cross-functional teams, as well as full integration of the Internet. Bearden not only talks about what marketing is, but prepares the students to be marketers by involving them in interactive exercises which strengthen decision making skills.

Marketing: Principles & Perspectives (McGraw-Hill/Irwin Series in Marketing)

Bearden, William O.

McGraw=Hill

Marketing, Principles & Perspectives : Principles & Perspectives, 4/EMarketing: Principles and Perspectives, 4e" is a cutting edge text. In the first edition, we demonstrated this leading coverage with our strong integration of Integrated Marketing Communication and Direct Marketing. In the second edition we continued our modern coverage by integrating cross-functional teams, customer loyalty, and the Internet / technology. The third edition includes an Internet Marketing chapter and continues to fully integrate the Internet throughout. The authors not only talk about what marketing is, but prepare the students to be marketers by involving them in interactive exercises which strengthen decision making skills. "Marketing, 4e" offers the latest coverage, quality professor supplements, and an interactive student web tool and still it is approximately $20 less than most principles of marketing competitors. The perspectives approach is present in the fourth edition, however, the over-riding theme concentrates on building customer equity.

Marketing: With Powerweb: Principles and Perspectives (McGraw-Hill/Irwin series in marketing)

McGraw-Hill/Higher Education

Marketing: Principles and Perspectives is a cutting edge text. In the first edition, we demonstrated this leading coverage with our strong integration of Integrated Marketing Communication and Direct Marketing. In the second edition we continued our modern coverage by integrating cross-functional teams, customer loyalty, and the Internet / technology. The third edition includes an E-Commerce chapter and continues to fully integrate the Internet throughout. The authors not only talk about what marketing is, but prepare the students to be marketers by involving them in interactive exercises which strengthen decision making skills. Marketing, Third Edition offers the latest coverage, quality professor supplements, and an interactive student web tool and still it is approximately $20 less than most principles of marketing competitors.

Marketing Paperback w/PowerWeb Package

Economics

McGraw/Hill/Irwin

Marketing: Principles and Perspectives, 4e is a cutting edge text. In the first edition, we demonstrated this leading coverage with our strong integration of Integrated Marketing Communication and Direct Marketing. In the second edition we continued our modern coverage by integrating cross-functional teams, customer loyalty, and the Internet / technology. The third edition includes an Internet Marketing chapter and continues to fully integrate the Internet throughout. The authors not only talk about what marketing is, but prepare the students to be marketers by involving them in interactive exercises which strengthen decision making skills. Marketing, 4e offers the latest coverage, quality professor supplements, and an interactive student web tool and still it is approximately $20 less than most principles of marketing competitors. The perspectives approach is present in the fourth edition, however, the over-riding theme concentrates on building customer equity.

Marketing: Principles and Perspectives w/ Powerweb, 4/e (Looseleaf)

Bearden,William

Ingram,Thomas

LaForge,Raymond

Marketing: Principles and Perspectives, 5e is a cutting edge text. In the first four editions, we demonstrated this leading coverage with our strong integration of Integrated Marketing Communication, cross-functional teams, and integration of the Internet throughout. The authors not only talk about what marketing is, but prepare students to be marketers by involving them in interactive exercises which strengthen decision making skills. Marketing, 5e offers the latest coverage and quality supplements, but is still approximately $20 less than most principles of marketing competitors. The perspectives approach is present in the fifth edition; however, the over-riding theme concentrates on building customer equity.

Marketing: Principles And Perspectives

Irwin Professional_Pub

This introductory text integrates ten key marketing perspectives, implements an IMC approach, and features comments from practicing marketers, including the president of Stuckey's. Color photos and illustrations, chapter learning guides, and sidebars highlight coverage of marketing's role in the organization, the global environment, consumer buying behavior, and marketing communications. Includes case studies, an appendix of mathematical and financial tools in marketing, a sample product marketing plan, and a glossary. Annotation copyright Book News, Inc. Portland, Or.

Marketing: Principles & Perspectives (MCGRAW HILL/IRWIN SERIES IN MARKETING)

Richard D.Irwin

Bearden et al. take a cutting edge approach to marketing. This text continues to be a leader in the coverage of the most recent marketing thought. In the first edition, our emphasis on integrated marketing communications (Part 7) and our separate chapter on direct marketing (chapter 21) were the best examples of this competitive advantage. In addition, for the second edition we have added a focus on customer loyalty and cross-functional teams, as well as full integration of the Internet. Bearden not only talks about what marketing is, but prepares the students to be marketers by involving them in interactive exercises which strengthen decision making skills.

Marketing: Principles and Perspectives Loose Leaf

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