Charles H. Schwepker Jr.'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

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 today’s 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: Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies; Updated end-of-chapter cases with application questions and role plays, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager; Updated ethical dilemmas for students to practice ethical decision making; Revised ‘Sales Management in Action’ boxes; Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter. This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.

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Page Count

565

Publisher

Taylor & Francis

Published Date

ISBN 10

1000994384

ISBN 13

9781000994384

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

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 Jr.

Sales Management

Sales Management

Government

Government

Sales Management

Sales Management

ABC's of Relationship Selling

ABC's of Relationship Selling

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