This tenth edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations. The authors teach sales management courses, and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different customer groups, as well as integrating corporate, business, marketing, and sales strategies.

Sales Management includes coverage of the current trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include:Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices;Revised end-of-chapter cases;Revised ethical dilemma boxes;All new chapter opening vignettes about well-known companies that illustrate key topics from that chapter; andNew or updated comments from sales managers in "Sales Management in the 21st Century" boxes. An online instructor's manual with test questions and PowerPoints is available to adopters...

The book argues that contemporary macroeconomists cannot provide any conclusive evidence in support of causal hypotheses, and that macroeconomic policy analysis doesn’t qualify as scientifically objective in any of the traditional meanings.

This book provides a general introduction into aviation operations, covering all the relevant elements of this field and the interrelations between them. Numerous books have been written about aviation, but most are written by and for specialists, and assume a profound understanding of the fundamentals. This textbook provides the basics for understanding these fundamentals.

It explains how the commercial aviation sector is structured and how technological, economic and political forces define...

This second edition of Digital Analytics for Marketing provides students with a comprehensive overview of the tools needed to measure digital activity and implement best practices when using data to inform marketing strategy. It is the first text of its kind to introduce students to analytics platforms from a practical marketing perspective. Demonstrating how to integrate large amounts of data from web, digital, social, and search platforms, this helpful guide offers actionable insights into ...

A good business case is so much more than simply the means to justify a decision. A well-written and well-researched business case will secure funding; make sure any project stays on the right side of regulation; mobilize support for the cause; provide the platform for managing the project and the benchmark against which to measure progress. Ian Gambles' Making the Business Case shows you how to make sense of the task at hand, develop a strategy, articulate your options, define the benefits, ...

East Asia is one of the world's most dynamic and diverse regions and is also becoming an increasingly coherent region through the inter-play of various integrative economic, political and socio-cultural processes. Fully updated and revised throughout, this new edition explores the various ways in which East Asian regionalism continues to deepen. The second edition has been expanded to incorporate coverage of significant issues that have emerged in recent years including: Growing tensions in t...

This book walks the reader through the process of determining what type of IT function they have today and what they’ll need tomorrow. It discusses how to assess and analyze the IT function then develop and implement a plan to renovate in place.

Many new challenges including competitiveness are emerging for sustainable business during this era of disruption. This book analyses these challenges to sustainable development and growth and addresses the impact of corporate social responsibility on the competitiveness of organisations.

This innovative and timely book critically explores and demonstrates how both the tourism system and tourism destinations can adapt and act to mitigate, avoid, or solve injustices in destinations.

The book identifies drivers of transformation of auditing, including regulation, digitalisation, sustainability, and individual auditor characteristics, and discusses how the drivers affect auditing.