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

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.