Sell - Charles Schwepker

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Résumé :
Introduce today's most current and emerging practices in professional selling with Ingram/LaForge/Avila/Schwepker/Williams' SELL, 7E by 4LTR Press. Updated, streamlined chapters cover the most relevant topics and industry selling practices while allowing you to integrate your own professional selling experience into your course. MindTap digital resources hold students accountable and provide experiential learning activities, such as updated case studies and role play, that encourage students to work with and apply the topics they've been studying. This edition covers recent technology, including artificial intelligence, for use in the selling process. New or expanded coverage addresses storytelling in sales, customer engagement and the customer experience. This edition's visual presentation is complemented with new chapter-opening vignettes and new coverage of the latest ethical dilemmas and virtual selling strategies....

Biographie:
Thomas N. Ingram (Ph.D., Georgia State University) is professor emeritus of marketing and department chair at Colorado State University. Before starting his academic career, he worked in sales, product management, and sales management for Exxon and Mobil. Dr. Ingram received the Marketing Educator of the Year award from the Sales and Marketing Executives International (SMEI). He was honored as the first recipient of the Mu Kappa Tau National Marketing Honor Society recognition award for Outstanding Scholarly Contributions to the sales discipline. The University Sales Center Alliance has designated Dr. Ingram as a Distinguished Sales Educator for his long-term contributions to sales education. He has served as the editor of the Journal of Personal Selling & Sales Management, chair of the SMEI Accreditation Institute, and as a member of the Board of Directors of SMEI. He is also the former editor of the Journal of Marketing Theory & Practice. Dr. Ingram's primary research is in personal selling and sales management. His work has appeared in professional journals such as the Journal of Marketing, Journal of Marketing Research, Journal of Personal Selling & Sales Management, and the Journal of the Academy of Marketing Science. He is also the co-author of one of the Ten Most Influential Articles of the 20th Century, as designated by the Sales and Sales Management Special Interest Group of the American Marketing Association....

Sommaire:
Thomas N. Ingram (Ph.D., Georgia State University) is professor emeritus of marketing and department chair at Colorado State University. Before commencing his academic career, he worked in sales, product management and sales management with Exxon and Mobil. Dr. Ingram is a recipient of the Marketing Educator of the Year award given by Sales and Marketing Executives International (SMEI). He was honored as the first recipient of the Mu Kappa Tau National Marketing Honor Society recognition award for Outstanding Scholarly Contributions to the Sales Discipline. The University Sales Center Alliance has designated Dr. Ingram as a Distinguished Sales Educator for his long-term contributions to sales education. He has served as the editor of the Journal of Personal Selling & Sales Management, chair of the SMEI Accreditation Institute and member of the Board of Directors of SMEI. He is also the former editor of the Journal of Marketing Theory & Practice. Dr. Ingram's primary research is in personal selling and sales management. His work has appeared in professional journals such as the Journal of Marketing, Journal of Marketing Research, Journal of Personal Selling & Sales Management and the Journal of the Academy of Marketing Science. He is the co-author of one of the Ten Most Influential Articles of the 20th Century, as designated by the Sales and Sales Management Special Interest Group of the American Marketing Association....