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...

Introduction to Data Mining presents fundamental concepts and algorithms for those learning data mining for the first time. Each concept is explored thoroughly and supported with numerous examples. The text requires only a modest background in mathematics.

Each major topic is organized into two chapters, beginning with basic concepts that provide necessary background for understanding each data mining technique, followed by more advanced concepts and algorithms.

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...

Where did we come from? What is our connection with other life forms? What are the mechanisms of mind that define what it means to be a human being? Evolutionary psychology is a revolutionary new science, a true synthesis of modern principles of psychology and evolutionary biology. Since the publication of the award-winning first edition of Evolutionary Psychology, there has been an explosion of research within the field. In this book, David M.

Buss examines human behavior from an evolutionar...

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...

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...

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 ...

This highly successful textbook is internationally renowned as a core text for trainee anaesthetists and is essential reading for candidates for the Fellowship of Royal College of Anaesthetists and similar examinations. The previous 6th edition was awarded First Prize at the BMA Medical Book awards. The book provides full coverage of the sciences underpinning practice in anaesthesia, critical care and pain management together with details of clinical anaesthesia and perioperative care.

In com...