Sales management : Analysis and decision making

Focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. sales management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions, and includes: emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies; updated ethical dilemmas for students to practice ethical decision making; revised ‘sales management in action’ boxes; multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter.