Professional Selling And Sales Management - Softcover

Jackson, Ralph; Hisrich, Robert; Newell, Stephen

Softcover

ISBN 10: 1933583355 ISBN 13: 9781933583358

Verlag: Northcoast Pub, 2006

Inhaltsangabe

Differentiating coverage, vs.other books on Selling and Sales Management: Chapter on Buying goes into comparatively more depth on consumer behavior and buying influences; Similarly, the Communication chapter provides great detail on personal communication styles, thus benefiting the potential salesperson; Chapter on Ethics gives more background on ethical decision-making than usually found; More in-depth material on the selling process i.e.; overcoming objections and Negotiation than in competition; Authors' treatment of Customer Relationship Management is embedded in material and recurs where relevant. More complete and even-handed treatment of selling and the selling Process than Faddish texts, stressing one point-of-view (i.e.; CRM );

Über diesen Titel

Über die Autorin bzw. den Autor

Dr. Ralph W. Jackson is Chair of the Management & Marketing Department and an Associate Professor of Marketing at the University of Tulsa. He received in 1974 his BA from Houston Baptist University, his MA from TCU in 1975, and his Ph.D. from Texas A & M University in 1985. He has been on the TU faculty since 1985. Prior to that, he worked in both purchasing and sales. He, with co-author, Bob Hisrich, has written two books, Selling & Sales Management (BARRONS, 1993), and Sales and Sales Management (Prentice Hall, 1996). He has published articles in Journal of Retailing; Industrial Marketing Management; Journal of Consumer Research; Psychology and Marketing; Journal of Purchasing & Materials Management as well as other journals. In addition to his duties at TU, he has worked with various not-for-profit agencies in the Tulsa area. He lives in Tulsa with his wife, Lydia, and his son, Thomas. In his spare time, he spends his hours working on restoring a British sports car and fly fishing.Robert D. Hisrich Dr. Robert D. Hisrich is the Garvin Professor of Global Entrepreneurship and Director of the Global Entrepreneurship Center at Thunderbird. He is also president of H&B Associates, a marketing and management consulting firm he founded. Professor Hisrich received his B.A. from DePauw University, his M.B.A. and Ph.D. degrees from the University of Cincinnati, and honorary doctorate degrees from Chuvash State University (Russia) and the University of Miskolc (Hungary). Prior to joining Thunderbird, he held the A. Malachi Mixon, III Chaired Professor of Entrepreneurial Studies at the Weatherhead School of Management, Case Western Reserve University. He was a Fulbright Professor at the International Management Center in Budapest, Hungary in 1989 and again in 1990-91 at the Foundation for Small Enterprise Economic Development, where he also held the Alexander Hamilton Chair in Entrepreneurship. In addition, he has held several visiting professorships at universities throughout the world. STEPHEN J. NEWELL Dr. Stephen J. Newell is currently a Professor of Marketing at the Haworth College of Business, Western Michigan University. He holds a Ph.D in Business Administration from Florida State University, an MBA from Indiana University, and an undergraduate business degree from Michigan State University. Before getting his advanced degrees he worked as a sales representative for a consumer goods company and sales manager for an environmental consulting firm. His primary teaching responsibilities are within WMU's Sales and Business Marketing (SBM) program, which has approximately 400 majors and is one of only a few programs in the nation offering a major concentrated in sales. Founded in 2000, the SBM program is nationally recognized and considered to be among the best of its kind in the country. In addition to his teaching, he has published numerous articles which have appeared in journals such as: Journal of Advertising, Journal of Consumer Affairs, Psychology & Marketing, Industrial Marketing Management, Journal of Current Issues and Research in Advertising, Journal of Marketing Theory and Practice, Journal of Marketing Communications, Journal of Business Research, and the Journal of Marketing Education. Prior to joining the faculty at WMU, he taught at Bowling Green State University as an Assistant and Associate Professor for nine years.

Aus dem Klappentext

A comprehensive work on Sales and Sales Management, the authors include materials related to both components of the combined field of study. As to the sales management profession, the material is both more substantive and more current than that found in the competition. The book has more of an International flavor than most.Differentiating coverage, vs. the competition: Chapter on Buying goes into comparatively more depth on consumer behavior and buying influences; Similarly, the Communication chapter provides great detail on personal communication styles, thus benefiting the potential salesperson; Chapter on Ethics gives more background on ethical decision-making than usually found; More in-depth material on the selling process i.e.; overcoming objections and Negotiation than in competition; Authors' treatment of Customer Relationship Management is embedded in material and recurs where relevant

Details zur Ausgabe

• Verlag: Northcoast Pub
• Erscheinungsdatum: 2006
• Sprache: Englisch
• ISBN 10: 1933583355
• ISBN 13: 9781933583358
• Einband: Taschenbuch
• Auflage: 1
• Anzahl der Seiten: 364
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Nicht verfügbar