Charles H. Schwepker's Books

Sales Management

Analysis and Decision Making

By: Thomas N. Ingram,Raymond W. LaForge,Ramon A. Avila,Charles H. Schwepker Jr.,Michael R. Williams

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Sales Management

Analysis and Decision Making

By: Thomas N. Ingram,Raymond W. LaForge,Ramon A. Avila,Charles H. Schwepker Jr.,Michael R. Williams

The new 9th edition of Sales Management continues the tradition of blending the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes current coverage of the trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. 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 for effective sales management All new chapter-opening vignettes about well-known companies that introduce each chapter and illustrate key topics from that chapter New or updated comments from sales managers in "Sales Management in the 21st Century" boxes An online instructor's manual with test questions and PowerPoints is available to adopters.

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Page Count

456

Publisher

Routledge

Published Date

ISBN 10

131751162X

ISBN 13

9781317511625

Government

A Public Administration Perspective

By: Thomas N. Ingram,Raymond W. LaForge,Ramon A. Avila,Charles H. Schwepker, Jr.,Michael R. Williams

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Government

A Public Administration Perspective

By: Thomas N. Ingram,Raymond W. LaForge,Ramon A. Avila,Charles H. Schwepker, Jr.,Michael R. Williams

Most public administration texts overly compartmentalize the subject and don't interconnect the various specializations within government, which leaves a serious gap in preparing students for public service. Government: A Public Adminstration Perspective is designed to fill that void. It provides a comprehensive, multidisciplinary view of government that includes perspectives from political science, political theory, international relations, organizational sociology, economics, and history. 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. It links public administration's various subfields--human resource management, budgeting, policy making, organizational theory, etc.--into a holistic framework for the study of government. It also includes an extensive bibliography drawing from American and Europen literature in support of the book's global, historical, and comparative approach.

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Page Count

468

Publisher

M.E. Sharpe

Published Date

ISBN 10

0765635577

ISBN 13

9780765635570

Sales Management

A Career Path Approach

By: George David Hughes,Daryl McKee,Charles H. Singler

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Sales Management

A Career Path Approach

By: George David Hughes,Daryl McKee,Charles H. Singler

Taking a practical, goal-oriented approach to teaching sales management skills and concepts, this text uses the steps along the typical career path of the sales manager, from field representative to upper management.

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Page Count

506

Publisher

Thomson South-Western

Published Date

ISBN 10

0538878665

ISBN 13

9780538878661

Professional Selling

A Trust-based Approach

By: Thomas N. Ingram

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Professional Selling

A Trust-based Approach

By: Thomas N. Ingram

PROFESSIONAL SELLING provides comprehensive coverage of contemporary professional selling by integrating recent sales research with leading personal selling practices. Professional Selling's chapters can be mixed and matched with sales management chapters from Ingram's SALES MANAGEMENT, SIXTH 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.

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Page Count

466

Publisher

South Western Educational Publishing

Published Date

ISBN 10

0324321031

ISBN 13

9780324321036

ABC's of Relationship Selling

By: Charles Futrell,Mark Valvasori

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ABC's of Relationship Selling

By: Charles Futrell,Mark Valvasori

The Second Canadian Edition ofABC's of Relationship Sellingexplores professional selling from a Canadian perspective. As the title of the book suggests, the text is centered around a philosophy about selling: that success requires mastery of selling basics, including selecting presentation styles and effective closing techniques. In addition, other key topics such as ethics and territory management are explored.Using a logical step-by-step approach,ABC's of Relationship Sellingtakes students through the selling process and gives them the tools they need to build effective customer relationships.Regardless of the career path students pursue, knowledge of selling skills such as effective communication and negotiation will prepare them for the workplace.

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Page Count

466

Publisher

McGraw-Hill Ryerson

Published Date

ISBN 10

0070914125

ISBN 13

9780070914124

Book's by Charles H. Schwepker

Sales Management

Sales Management

Government

Government

Sales Management

Sales Management

Professional Selling

Professional Selling

ABC's of Relationship Selling

ABC's of Relationship Selling

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