BOOK DISCOVERY
Sales management
First published 2005
Sales management by Thomas N. Ingram, Raymond W. Laforge, Ramon A. Avila, Charles H. Schwepker Jr., and Michael R. Williams was published in 2005. The record identifies sales management, sales and marketing, management, and sales leadership as its subject areas. Its title situates the book within the organizational oversight of selling activity rather than sales as an isolated transaction. The metadata supports a practical business focus on coordinating sales functions and managerial responsibilities, without specifying a particular market, method, or organizational model.
QUESTIONS THIS BOOK LEAVES BEHIND
Five paths worth following
How should sales managers balance short-term targets against long-term customer relationships?
What incentives can improve sales performance while encouraging responsible conduct?
How might measurement systems change the behavior of sales teams?
When does centralized sales management help coordination, and when does it limit local judgment?
What second-order effects follow when compensation rewards volume more strongly than customer value?
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