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008			200313s2020 nyua b 001 0 eng
010			_a 2020288332
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020			_z9780429286926 _q(ebk)
035			_a(OCoLC)on1142814509
040			_aAU@ _beng _cAU@ _erda _dOCLCO _dYDXIT _dOCLCF _dDLC
042			_alccopycat
050	0	0	_aHF5438.4 _b.I54 2020
082	0	4	_a658.81 ING 2020 _223
100	1		_aIngram, Thomas N. _eauthor.
245	1	0	_aSales management : _banalysis and decision making / _cThomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams.
250			_aTenth edition.
264		1	_aNew York ; _aLondon : _bRoutledge, Taylor & Francis Group, _c2020.
300			_axxiii, 357 pages : _bcolor illustrations ; _c28 cm
336			_atext _2rdacontent
337			_aunmediated _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references (pages 325-341) and index.
505			_aThis tenth 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. 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 customer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes coverage of the current 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; Revised end-of-chapter cases; Revised ethical dilemma boxes; All new chapter opening vignettes about well-known companies that illustrate key topics from that chapter; and 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.
650		0	_aSales management.
700	1		_aLaForge, Raymond W., _eauthor.
700	1		_aAvila, Ramon A., _d1955- _eauthor.
700	1		_aSchwepker, Charles H., _cJr., _eauthor.
700	1		_aWilliams, Michael R. _c(Professor of marketing), _eauthor.
906			_a7 _bcbc _ccopycat _d2 _encip _f20 _gy-gencatlg
942			_2ddc _cBK _n0
999			_c18 _d18