Autorentext

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.

Klappentext

"SELL," 8th Edition helps you build the professional selling skills valued in today's marketplace. Updated and streamlined content covers the latest sales concepts, industry practices, and technologies, including the role of artificial intelligence in the selling process. Learn how to build customer relationships through storytelling, customer engagement, customer experience strategies, ethical decision-making, and virtual selling techniques. Real-world case studies, role-play activities, and end-of-chapter case studies help you apply key concepts to real-world sales challenges. Cengage's learning platform, MindTap, supports your learning experience by providing you with instant access to course content, quizzes, homework, study tools, and more.