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Informationen zum Autor Thomas N. Ingram (Ph.D., Georgia State University) is professor emeritus of marketing and department chair at Colorado State University. Before commencing his academic career, he worked in sales, product management, and sales management with Exxon and Mobil. Tom is a recipient of the Marketing Educator of the Year award given by 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 Professor Ingram as a Distinguished Sales Educator for his long-term contributions to sales education. Tom 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 the former editor of the JOURNAL OF MARKETING THEORY & PRACTICE. Tom?s primary research is in personal selling and sales management. His work has appeared in the JOURNAL OF MARKETING, JOURNAL OF MARKETING RESEARCH, JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, and the JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, among others. He is the coauthor 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 PROFESSIONAL SELLING: A TRUST BASED-APPROACH! 4e is written specifically for you the student. It strives to provide comprehensive coverage of sales tools and tactics in a way that you will find interesting! readable! and enjoyable. The text is arranged into ten modules! which blend research results with up-to-date professional selling practice in a format designed to stimulate learning. "Objectives" highlight the basic material you will want to learn. Chapter opening vignettes illustrate many of the signifi Zusammenfassung Arranged into ten modules! this book blends research results with professional selling practices. It uses real-world examples to illustrate the diversity and complexity of professional selling. It also highlights in bold words! which are used to illustrate concepts and definitions. ...
