Sales Management

<P>This 11th edition of <I>Sales Management </I>continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals.</P><P>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. <I>Sales Management </I>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.</P><P>The new 11th edition includes:</P><UL><LI>Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies</LI><LI>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</LI><LI>Updated ethical dilemmas for students to practice ethical decision making</LI><LI>Revised ‘Sales Management in Action’ boxes</LI><LI>Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter</LI></UL><P>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.</P>