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By: (Author) Charles H. Schwepker Jr , (Author) Michael R. Williams , (Author) Ramon A. Avila , (Author) Raymond W. LaForge , (Author) Thomas N. Ingram
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This 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals.
Reflecting todays emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. Sales Management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions.
The new 11th edition includes:
This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructors manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.
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