Nelson Higher Education

Higher Education

SELL, 0th Edition

  • with Printed Access Card (6-months) for YouSeeU MindTap
  • Thomas N. Ingram
  • Raymound W. (Buddy) LaForge
  • Ramon A. Avila
  • Charles H. Schwepker
  • Michael R. Williams
  • Kirby Shannahan
  • ISBN-10: 0176622101
  • ISBN-13: 9780176622107
  • 0 Pages | Best Buy Package
  • COPYRIGHT: 2016 Published
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Overview

About the Product

Created through a "student-tested, faculty-approved" review process, SELL is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners at a value-based price. SELL employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Focusing on trust-based selling, the text reflects the authors’ extensive experience as leading sales educators and as sales managers, trainers, and consultants with major corporations.

Features

  • Chapter Case – Each chapter concludes with a case to help students apply the material covered in the chapter to real world scenarios.

  • Chapter Role-Plays – Each chapter also has its own role play to allow students the opportunity for further practice of the chapter concepts.

  • "Chapter in Review" card for each student edition chapter: eleven individual, detachable cards each contain all the pertinent review information from the corresponding chapter. Terms, definitions, section summaries, and important diagrams are all on one card for students to use as prompts as they study for the course.

  • Continuing Case Cards – Eleven individual, detachable cards that contain the continuing case and questions for the text.

  • MindTap for SELL is a personalized teaching experience with relevant assignments that guide students to analyze, apply, and elevate thinking, allowing instructors to measure skills and promote better outcomes with ease. A fully online learning solution, MindTap combines all student learning tools—readings, multimedia, activities, and assessments—into a single Learning Path that guides the student through the curriculum. Instructors personalize the experience by customizing the presentation of these learning tools to their students, even seamlessly introducing their own content into the Learning Path.

About the Author

Thomas N. Ingram

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.

Raymound W. (Buddy) LaForge

Raymond W. (Buddy) LaForge is the Brown-Forman Professor of Marketing at the University of Louisville. He is the founding Executive Editor of the MARKETING EDUCATION REVIEW; has co-authored MARKETING: PRINCIPLES & PERSPECTIVES (Fifth Edition), SALES MANAGEMENT: ANALYSIS AND DECISION MAKING (Seventh Edition), PROFESSIONAL SELLING: A TRUST-BASED APPROACH (Fifth Edition), THE PROFESSIONAL SELLING SKILLS WORKBOOK, STRATEGIC SALES LEADERSHIP: AND BREAKTHROUGH THINKING FOR BREAKTHROUGH RESULTS. His research is published in many journals, including the JOURNAL OF MARKETING, JOURNAL OF MARKETING RESEARCH, DECISION SCIENCES, and JOURNAL OF THE ACADEMY OF MARKETING SCIENCE. LaForge has served on the board of many organizations, including as Vice President/Marketing for the Academy of Business Education; Vice President of Marketing, Teaching, and Conferences for the American Marketing Association Academic Council; and as Chair and Vice Chair for Awards and Recognition for the American Marketing Association Sales Interest Group. He received the Outstanding Sales Scholar Award from Mu Kappa Tau at the National Conference in Sales Management and a Special Recognition Award from the American Marketing Association Sales Interest Group in 2005. He was selected as one of the Top Thirteen Faculty Favorites at the University of Louisville and received a Distinguished Scholar Award from the Research Symposium on Marketing and Entrepreneurship in 2006; the Distinguished Sales Educator Award from the University Sales Center Alliance and the Undergraduate Teaching Award from the College of Business in 2007; and the Outstanding Faculty Award from Beta Alpha Psi and a Faculty Favorite Award from the REACH Ambassadors in 2008. The Sales Program at the University of Louisville has been selected as a Top University Sales Education Program by the University Sales Education Foundation from 2007-2009.

Ramon A. Avila

Ramon A. Avila (Ph.D., Virginia Tech University) is the George and Frances Ball Distinguished Professor of Marketing at Ball State University. Before coming to Ball State, he worked in sales with the Burroughs Corporation. He has held two visiting professorships at the University of Hawaii and another at the Kelley School of Business at Indiana University. Dr. Avila was awarded the 2009 University Sales Center Alliance Distinguished Sales Educator. In 2003, Avila earned Ball State’s Outstanding Faculty Award. In April 2002, he received a Leavey Award. This award was given for innovation in the classroom with his advanced selling class. Avila was presented the 1999 Mu Kappa Tau’s Outstanding Contributor to the Sales Profession. He is only the third recipient of this award. He has also received the University’s Outstanding Service award, the University’s Outstanding Junior Faculty award, the College of Business Professor of the Year, and the Dean’s Teaching award every year since its inception in 1987. Avila also sits on five editorial review boards. His primary research is in personal selling and sales management. His work has appeared in the JOURNAL OF MARKETING RESEARCH, JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, THE JOURNAL OF MANAGEMENT, INDUSTRIAL MARKETING MANAGEMENT, THE MARKETING MANAGEMENT JOURNAL, and the JOURNAL OF MARKETING THEORY & PRACTICE, among others. He is the coauthor of THE PROFESSIONAL SELLING SKILLS WORKBOOK and SALES MANAGEMENT: ANALYSIS AND DECISION MAKING.

Charles H. Schwepker

Charles H. Schwepker, Jr. (Ph.D., University of Memphis), is the Mike and Patti Davidson Distinguished Marketing Professor at the University of Central Missouri. He has experience in wholesale and retail sales. His primary research interests are in sales management, personal selling, and marketing ethics. Dr. Schwepker’s articles have been published in the JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, JOURNAL OF BUSINESS RESEARCH, JOURNAL OF PUBLIC POLICY AND MARKETING, JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, JOURNAL OF SERVICE RESEARCH, and JOURNAL OF BUSINESS ETHICS, among other journals; various national and regional proceedings; and books, including MARKETING COMMUNICATIONS CLASSICS and ENVIRONMENTAL MARKETING. He has received several honors for both teaching and advising, including the Hormel Teaching Excellence award and the Alumni Foundation Harmon College of Business Administration Distinguished Professor Award. Dr. Schwepker received the James Comer Award for best contribution to selling and sales management theory awarded by the JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT and two "Outstanding Paper" awards at the National Conference in Sales Management, among others. He is on the editorial review boards of the JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, JOURNAL OF MARKETING THEORY & PRACTICE, JOURNAL OF BUSINESS & INDUSTRIAL MARKETING, JOURNAL OF RELATIONSHIP MARKETING, JOURNAL OF SELLING AND MAJOR ACCOUNT MANAGEMENT, and SOUTHERN BUSINESS REVIEW, and has five times won awards for outstanding reviewer. He is a coauthor of SALES MANAGEMENT: ANALYSIS AND DECISION MAKING.

Michael R. Williams

Michael R. Williams (Ph.D., Oklahoma State University) is professor of marketing and director of the Academy of Customer Excellence and Sales at Oklahoma City University. Prior to his academic career, Williams established a successful 30-plus year career in industrial sales, market research, and sales management and continues to consult and work with a wide range of business organizations. He has coauthored THE PROFESSIONAL SELLING SKILLS WORKBOOK, SALES MANAGEMENT: ANALYSIS AND DECISION MAKING, and a variety of executive monographs and white-papers on sales performance topics. Williams’s research has been published in many different national and international journals, including the JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, INTERNATIONAL JOURNAL OF PURCHASING AND MATERIALS MANAGEMENT, JOURNAL OF BUSINESS AND INDUSTRIAL MARKETING, QUALITY MANAGEMENT JOURNAL, and JOURNAL OF BUSINESS-TO-BUSINESS MARKETING. His work has also received numerous honors, including Outstanding Article for the Year in Journal of Business and Industrial Marketing, the AACSB’s Leadership in Innovative Business Education Award, and the Marketing Science Institute’s Alden G. Clayton Competition. In 2004, Williams was honored with the Mu Kappa Tau Marketing Society recognition award for Outstanding Scholarly Contributor to the Sales Discipline. He has also been honored with numerous university, college, and corporate teaching and research awards, including Old Republic Research Scholar, the presentation of a seminar at Oxford’s Braesnose College, Who’s Who in American Education, and Who’s Who in America. Williams has and continues to serve in leadership roles as an advisor and board member for sales and sales management associations and organizations, including the University Sales Center Alliance, National Conference in Sales and Sales Management, and Vector Marketing.

Kirby Shannahan

Dr. Kirby Shannahan is an Associate Professor of Marketing at Memorial University of Newfoundland, Newfoundland, Canada. He holds a Doctor of Philosophy (PhD) in Business Administration (Marketing and Supply Chain Management) from the Fogelman College of Business and Economics, University of Memphis. His research interests include sales force management, marketing research, customer relationship management, and integrated marketing communications. His main interest is in helping sales organizations identify, recruit, and retain effective sales force members. His research has been published in such outlets as the Journal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, and Journal of Business and Industrial Marketing. In 2006, Kirby was a winner of the American Marketing Association’s Direct Selling Education Foundation dissertation grant. More recently, he and his research team were the winners of the James M. Comer Award for Best Contribution to Selling and Sales Management Theory, 2013, for their article "Making Sense of the Customer's Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective," published in JOURNAL OF PERSONAL SELLING AND SALES MANAGEMENT. Kirby has been an active member of the Society for Marketing Advances (SMA), the American Marketing Association (AMA), and Academy of Marketing Science (AMS) since 2004.

Table of Contents

Chapter 1: Overview of Personal Selling
Chapter 2: Building Trust and Sales Ethics
Chapter 3: Understanding Buyers
Chapter 4: Communication Skills
Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
Chapter 6: Planning Sales Dialogues and Presentations
Chapter 7: Sales Dialogue
Chapter 8: Addressing Concerns and Earning Commitment
Chapter 9: Expanding Customer Relationships
Chapter 10: Adding Value
Chapter 11: Sales Management and Sales 2.0
Endnotes
Review
Continuing Case
Index

New to this edition

  • SELL, Second Canadian Edition is full of new content applicable to the changing world of business. Extensive updates to the Ethical Dilemma and Professional Selling in the 21st Century features, as well as new sections on customers’ access to and demand for relevant information, and prospecting with new technology and social media, reflect the new reality of sales professionals.
  • The Second Canadian Edition has been updated with many new cases. Over 80% of the cases have been updated to reflect changes in the business world.
  • Over 70% of the role-plays have been changed to give students new scenarios to practice chapter concepts with.
  • New examples of building trust, the benefits of two-way communication, the importance of strategic planning, and many others engage the reader and help them understand the chapter concepts.

Supplements

All supplements have been updated in coordination with the Main title.
Please see Main title page for new to this edition information.

Instructor Supplements

Online Instructor Resource for Ingram, SELL, Second Canadian Edition  (ISBN-10: 0176595600 | ISBN-13: 9780176595609)

Student Supplements

YouSeeU MindTap Instant Access (6 months) for Ingram's SELL  (ISBN-10: 0176711694 | ISBN-13: 9780176711696)

MindTap® provides you with the tools you need to manage your time better. You can complete assignments whenever and wherever with course material customized and streamlined for you by your instructor in a proven and easy-to-use interface. Relevant, engaging material keeps you connected to your course and course analytics by providing timely feedback showing you where you stand at all times—both individually and compared with the highest performers in class. With a wide array of course specific tools and apps – from an interactive eBook to note taking capabilities and flashcards, you can feel confident that MindTap is a worthwhile and valuable investment in your education. Please note - A Course Registration URL or Course Key is required from your Instructor to use MindTap.

YouSeeU MindTap Instant Access (12 months) for Ingram's SELL  (ISBN-10: 0176711708 | ISBN-13: 9780176711702)

MindTap® provides you with the tools you need to manage your time better. You can complete assignments whenever and wherever with course material customized and streamlined for you by your instructor in a proven and easy-to-use interface. Relevant, engaging material keeps you connected to your course and course analytics by providing timely feedback showing you where you stand at all times—both individually and compared with the highest performers in class. With a wide array of course specific tools and apps – from an interactive eBook to note taking capabilities and flashcards, you can feel confident that MindTap is a worthwhile and valuable investment in your education. Please note - A Course Registration URL or Course Key is required from your Instructor to use MindTap.