6th edition. — South-Western College Pub., 2004. — 436 p.The sixth edition of Sales Management: Analysis and Decision Making has several important strengths. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. These interactions with practicing professionals and students ensure that the text covers the appropriate sales management topics and employs effective pedagogy. This new edition continues what has been effective in previous editions, but contains changes that improve content and pedagogy. The key strengths of the sixth edition include:
The 10 modules and paperback format from the previous edition are maintained.
This makes it easy for professors to cover the text in a semester or quarter, and still have sufficient time to use active learning exercises throughout the course. All of the important sales management topics are addressed and students can purchase the text for much less than a typical hardcover sales management book.
All new Opening Vignettes are used to introduce each module. These vignettes generate student interest by presenting examples of current sales management practice in leading firms.
Revised "Sales Management in the 21st Century" boxes and new sales executives have been added in our Sales Executive Panel.
The introduction of an important trend—the move from an administrative to an entrepreneurial perspective—has been introduced in Module
1. The turbulent environment facing most sales organizations requires that sales managers act more as entrepreneurs and less as administrators to be successful.
New or expanded coverage of important topics such as customer relationship management (CRM); outsourcing the salesforce; and key differences among sales leadership, management, and supervisory activities can be found throughout the text.
Role-play exercises for Ethical Dilemmas and the short cases are included at the end of each module. These role plays give professors the opportunity to involve students actively in exploring complex ethical and sales management situations.
New or updated exercises in the Building Sales Management Skills section can now be found at the end of each module. Many of these exercises require the use of the Internet, but all involve students actively in the learning process.
