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.
4LTR Press solutions give students the option to choose the format that best suits their learning preferences. This option is perfect for those students who focus on the textbook as their main course resource. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e provides students with a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. 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, and TransWestern Publishing). Many professors wish to build a foundation for selling that precedes in-depth discussion in the areas of sales strategy and sales techniques. Given that it is often difficult and time-consuming to build realistic cases and role-playing exercises, PROFESSIONAL SELLING provides such content and pedagogy in many of its key features, including Developing Professional Selling Knowledge, Building Professional Selling Skills, and Making Professional Selling Decisions. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Created through a student-tested, faculty-approved review process with over 100 students and faculty, SELL is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. 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. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Created through a student-tested, faculty-approved review process with over 100 students and faculty, SELL 2 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 2 employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. 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. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
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.
Publisher's Note: Products purchased from Third Party sellers are not guaranteed by the publisher for quality, authenticity, or access to any online entitlements included with the product. What you need to know to master advanced Spanish grammar McGraw-Hill: Advanced Spanish Grammar guides you through this often-difficult subject, clearly explaining complex grammar ideas and giving you the practice you need to reach your language goals. Written in clear, accessible Spanish, each chapter introduces one grammar topic followed by skill-building exercises, allowing you to learn and study at your own pace. At the end of this workbook, you will have mastered grammar areas such as gender, articles, adjectives, possessives, and verb tenses and will have gained the ultimate confidence in your Spanish grammar skills. Features: 106 units, each presenting one topic in a bite-sized,two-page format More than 400 exercises that give you real confidence in your new language skills A comprehensive grammar glossary highlighting essential concepts A bilingual glossary featuring hundreds of terms for quick reference Numerous illustrations and usage examples showing Spanish grammar in context McGraw-Hill: Advanced Spanish Grammar is the third book in a three-part series. McGraw-Hill: Beginning Spanish Grammar and McGraw-Hill: Intermediate Spanish Grammar are also available for less experienced Spanish-language learners.
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.
The Professional Selling Workbook contains sales exercises compiled from both academic and industry trainers, as well as additional exercises specifically developed for this workbook. Can be used as a stand-alone text for personal selling or as a supplement text for sales management ... In addition to the number and variety of exercises available in each section, the workbook offers the instructor a mix of truly experiential exercises, coupled with self-assessment tools and cognitive discussion question, enabling the book to be used both in and out of class to reinforce and enrich reading and lectures."--Provided by publisher
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