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...

This fifth edition of Flying Off Course provides a complete, practical introduction to the fundamentals of airline economics and marketing, exploring the structure of the market, the nature of airline costs, pricing and demand, and the latest developments in e-commerce.

Human Resource Management in the Hospitality Industry: A Guide to Best Practice takes a 'process' approach and provides the reader with an essential understanding of the purpose, policies and processes concerned with managing an enterprise’s workforce within the current business and social environment.

Since the ninth edition of this book there have been many significant developments in this field and this new edition has been completely revised and updated in the following ways: Extensivel...

There is considerable national variation in the professionalization and status of the management accountant. Although researchers from different countries have contributed to our knowledge about tasks and roles, we have limited insights into the development, education, and socio-cultural influences in different countries and surprisingly little is known about the local and national contexts in which these roles are learned and performed. This book bridges this research gap using two complemen...

Organizational Development gives readers an understanding of organizational structures and presents a new and easy-to-understand framework which describes the three dimensions of organizational interventions.