Sales Management Analysis And Decision Making | Business

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 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 Power Points is available to adopters. |Sales Management Analysis and Decision Making | Business