This tenth edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations. The authors teach sales management courses, and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different customer groups, as well as integrating corporate, business, marketing, and sales strategies.

Sales Management includes coverage of the current trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include:Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices;Revised end-of-chapter cases;Revised ethical dilemma boxes;All new chapter opening vignettes about well-known companies that illustrate key topics from that chapter; andNew or updated comments from sales managers in "Sales Management in the 21st Century" boxes. An online instructor's manual with test questions and PowerPoints is available to adopters...

A concise and accessible introduction to key issues in pronunciation for students studying English pronunciation Incorporates a range of pedagogical features such as articulatory explanations and sample sentences as well as a companion website with recordings so students can practice their pronunciation which makes it an ideal textbook for students coming to this topic for the first time. The only book to not follow a pronunciation model and instead focuses on working with the accent of learn...

Behavior Modification,10/e assumes no specific prior knowledge about psychology or behavior modification on the part of the reader. The authors begin with basic principles and procedures of behavior modification and then provide readers with how-to-skills such as observing and recording. Next, the authors provide advanced discussion and references to acquaint readers with some of the empirical and theoretical underpinnings of the field.

Readers will emerge with a thorough understanding of beh...

Master your virtual environment with the ultimate vSphere guide

Mastering VMware vSphere 6.7 is the fully updated edition of the bestselling guide to VMware's virtualization solution. With comprehensive coverage of this industry-leading toolset, this book acts as an informative guide and valuable reference. Step-by-step instruction walks you through installation, configuration, operation, security processes, and much more as you conquer the management and automation of your virtual environmen...

The new revised fifth edition of Natural Hazards remains the go-to introductory-level survey intended for university and college courses that are concerned with earth processes that have direct, and often sudden and violent, impacts on human society. The text integrates principles of geology, hydrology, meteorology, climatology, oceanography, soil science, ecology, and solar system astronomy.

The textbook explains the earth processes that drive hazardous events in an understandable way, illus...

AI is an integral part of every video game. This book helps propfessionals keep up with the constantly evolving technological advances in the fast growing game industry and equips students with up-to-date infortmation they need to jumpstart their careers. This revised and updated Third Edition includes new techniques, algorithms, data structures and representations needed to create powerful AI in games.

The companion website includes downloadable and executable source code that will be regula...

Now in a thoroughly revised Fifth Edition, An Introduction to the Policy Process provides students at all levels with an accessible, readable, and affordable introduction to the field of public policy. In keeping with prior editions, author Tom Birkland conveys the best current thinking on the policy process in a clear, conversational style. Designed to address new developments in both policy theory and policy making, the Fifth Edition includes examinations of: the Brexit referendum result an...

Now in its fourth edition, Media Effects again features essays from some of the finest scholars in the field and serves as a comprehensive reference volume for scholars, teachers, and students. This edition contains both new and updated content that reflects our media-saturated environments, including chapters on social media, video games, mobile communication, and virtual technologies. In recognition of the multitude of research trajectories within media effects, this edition also includes n...

The Art of Game Design guides you through the design process step-by-step, helping you to develop new and innovative games that will be played again and again. It explains the fundamental principles of game design and demonstrates how tactics used in classic board, card and athletic games also work in top-quality video games. Good game design happens when you view your game from as many perspectives as possible, and award-winning author Jesse Schell presents over 100 sets of questions to ask ...

Accounting for Decision Making and Control provides students and managers with an understanding appreciation of the strengths and limitations of an organizations accounting system, thereby allowing them to be more intelligent users of these systems. Zimmerman provides students with a framework for understanding accounting systems and a basis for analyzing proposed changes to these systems. Consistent with prior editions, the goal of the new 10th edition of Zimmerman strives to demonstrate to ...