{"product_id":"sales-management-analysis-and-decision-making-9781032426358","title":"Sales Management: Analysis and Decision Making","description":"\u003cp\u003e • Author(s): Thomas N. Ingram\u003cbr\u003e • Publisher: Taylor \u0026amp; Francis\u003cbr\u003e • Publisher Imprint: Routledge\u003cbr\u003e • BISAC: Sales \u0026amp; Selling - Management\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThis 11th edition of \u003ci\u003eSales Management \u003c\/i\u003econtinues the tradition of blending the most recent sales management research with the real-life \"best practices\" of leading sales organizations and sales professionals.\u003c\/p\u003e\u003cp\u003eReflecting 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. \u003ci\u003eSales Management \u003c\/i\u003eincludes 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.\u003c\/p\u003e\u003cp\u003eThe new 11th edition includes: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eEmphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies;\u003c\/li\u003e \u003c\/ul\u003e\u003cul\u003e \u003cli\u003eUpdated end-of-chapter cases with application questions, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager;\u003c\/li\u003e \u003c\/ul\u003e\u003cul\u003e \u003cli\u003eUpdated ethical dilemmas for students to practice ethical decision making;\u003c\/li\u003e \u003c\/ul\u003e\u003cul\u003e \u003cli\u003eRevised 'Sales Management in Action' boxes;\u003c\/li\u003e \u003c\/ul\u003e\u003cul\u003e \u003cli\u003eMultiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter.\u003c\/li\u003e \u003c\/ul\u003e\u003cp\u003eThis 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.\u003c\/p\u003e","brand":"Taylor \u0026 Francis","offers":[{"title":"Paperback","offer_id":45242922008727,"sku":"9781032426358","price":12516.0,"currency_code":"INR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0666\/3471\/1191\/files\/9781032426358.webp?v=1769233368","url":"https:\/\/atlanticbooks.com\/products\/sales-management-analysis-and-decision-making-9781032426358","provider":"Atlantic Books","version":"1.0","type":"link"}