Updated to reflect the latest, cutting-edge issues, including technology and Internet selling, this book features a strong emphasis on relationship selling and particularly the use of team-selling. Most chapters have a 'team-box' highlighting the principles within a given chapter as they relate to managing selling teams.
The 12th Edition emphasizes the integration of technology in marketing strategies, showcasing how companies leverage it for success. It features in-depth examples and case studies, with a significant focus on global marketing introduced early in the text. The authors prioritize themes such as customer relationships and entrepreneurship, ensuring relevance in today's market. This edition boasts a fresh design, enhanced supplementary materials, and includes an interactive web page alongside a special package for online access, making it a comprehensive resource for students.
Organization of a sales department. Operating a sales force. Planning sales force activities and operations. Analysis of sales operations.
Incorporating technology, the book emphasizes global issues, ethics, and applied decision-making through in-text examples and boxed content. Each chapter begins with a case study, while part-ending cases reinforce key concepts. It explores critical marketing themes, including global marketing and customer relationship management, providing a modern perspective on the subject.