Product Description: Revised throughout, this classic text blends the most current sales management research with real-life 'best practices' of leading sales organizations. The authors teach sales management, and interact with sales management professionals on a regular basis...read more

Bearden et al. take a cutting edge approach to marketing. This text continues to be a leader in the coverage of the most recent marketing thought. In the first edition, our emphasis on integrated marketing communications (Part 7) and our separate chapter on direct marketing (chapter 21) were the best examples of this competitive advantage. In addition, for the second edition we have added a focus on customer loyalty and cross-functional teams, as well as full integration of the Internet. Bearden not only talks about what marketing is, but prepares the students to be marketers by involving them in interactive exercises which strengthen decision making skills.

Product Description: This text 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, Fifth Edition to create an outstanding customized sales course...read more (view table of contents, read Amazon.com's description)

Product Description: With each chapter written by a team of sales executives and academics specializing in sales research and theory, Bauer and the editors of this unique volume examine the five major selling trends today and provide detailed discussion and real-world examples of them...read more (view table of contents, read Amazon.com's description)