Key changes in this edition include: Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices An expanded discussion on trust building and trust-based selling as foundations ...
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.
* One of the leading core textbooks globally on Sales Management; known for being more accessible, clear and practical. * Incorporates pedagogy throughout, which aid learning and ensures practical comprehension: insights from practising ...
The text draws on classic and modern literature from all these areas to analyze government at four different levels--ideational, societal, organizational, and individual layers.
Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations (such as Holt Equipment, CDW Corporation ...
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.
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.
Through ongoing research into students' workflows and preferences, Ingram/LaForge/Avila/Schwepker/William's SELL, 6th Edition from 4LTR Press offers multiple options including an easy-reference, paperback textbook with Chapter Review Cards, ...
Overview of personal selling -- Building trust and sales ethics -- Understanding buyers -- Communication skills -- Strategic prospecting and preparing for sales dialogue -- Planning sales dialogues and presentations -- Sales dialogue : ...