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SELL4 4th Edition

Thomas N. Ingram, Raymond W. (Buddy) LaForge, Ramon A. Avila, Charles H. Schwepker, Michael R. Williams

  • Published
  • Previous Editions 2013, 2012, 2011
  • 288 Pages

Overview

Created through a "student-tested, faculty-approved" review process with more than 200 students and faculty, SELL 4 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners at a value-based price. SELL 4 employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations.

Thomas N. Ingram, Colorado State University

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.

Raymond W. (Buddy) LaForge, University of Louisville

Raymond W. (Buddy) LaForge is the Brown-Forman Professor of Marketing at the University of Louisville. His research is published in many journals, including the JOURNAL OF MARKETING, JOURNAL OF MARKETING RESEARCH, JOURNAL OF THE ACDEMY OF MARKETING SCIENCE, among others. He has co-authored MARKETING; PRICIPLES & PERSEPCTIVES 5E, SALES MANAGEMENT: ANALYSIS AND DECISION MAKING 9E, PROFESSIONAL SELLING: A TRUST-BASED APPROACH 4E, STRATEGIC LEADERSHIP: BREAKTHROUGH THINKING FOR BREAKTHROUGH RESULTS, and THE PROFESSIONAL SELLING SKILLS WORKBOOK. 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. Buddy has received a number of awards to include the Outstanding Sales Scholar Award from Mu Kappa Tau, Special Recognition Award from the American Marketing Association Sales SIG, Top Thirteen Faculty Favorites at the University of Louisville, Distinguished Scholar Award from the Research Symposium on Marketing and Entrepreneurship, Distinguished Sales Educator Award from the University Sales Center Alliance, Undergraduate Teaching Award from the College of Business, Faculty Favorite Award from REACH Ambassadors, Beta Alpha Psi Outstanding College of Business Faculty Award, James M. Comer Award from the Journal of Personal Selling and Sales Management, Gerald E. Hills Best Paper Award from the American Marketing Association Entrepreneurial Marketing SIG, Sales Excellence Award from Louisville Sales Leaders, College of Business Student Council Faculty-of-the Year Award, Lifetime Achievement Award from the American Marketing Association Sales SIG, Lifetime Achievement Award from the Global Research Symposium on Marketing and Entrepreneurship.

Ramon A. Avila, Ball State University

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, University of Central Missouri

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, Oklahoma City University

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.
  • New opening vignettes have been introduced to some of the chapters to reflect current changes in the professional selling industry.
  • Updated Ethical Dilemmas and Professional Selling in the 21st Century.
  • New Interactive MindTap eReader - This is more than a digital version of the textbook. The new eReader is an interactive learning resource that was built from the ground up to create a digital reading experience based on how students assimilate information in an online environment. MindTap reader allows learners to make notes, highlight text, and even find definitions right from the page.
  • Career Transitions - In today's economic environment, it is more important than ever to help students figure out "what they want to be when they grow up." Finding sustainable employment post-graduation is among the most difficult challenges facing today's college students. Cengage Learning's CAREER TRANSITIONS takes a user-tested, technology-based, practical approach to teaching students how to explore the variety of career path options available, along with practical job search advice. With CAREER TRANSITIONS, students can complete an interactive assessment that maps users' interests through Department of Labor data and the Holland Code characteristics of vocational choice to explore potential career options, work through guided resume and cover letter creation, explore interactive interview practice, and work through actual job searches. Help your students be successful post-graduation by giving them the tools they need.
  • Every 4LTR Press solution comes complete with an engaging print textbook, tear-out review cards, an interactive digital solution (CourseMate), and an eBook, all of which were directly influenced by student focus groups and surveys, and by interviews with nearly 200 faculty and students.
  • More concise yet comprehensive chapters in a modern design present content in a more engaging and accessible format without minimizing coverage for your course.
  • Tear-Out Review Cards at the back of the Student Editions provide students a portable study tool that contains all of the pertinent information for class preparation.
  • Instructor Prep Cards at the back of the Instructor's Edition make preparation simple with detachable cards for each chapter, offering a quick map of chapter content, a list of corresponding PowerPoint® and video resources, additional examples, and suggested assignments and discussion questions to help you organize chapter content efficiently.
  • Every 4LTR Press solution comes with CourseMate, the interactive digital component that offers a full suite of unique learning tools that appeal to different learning styles. Quizzes, audio downloads, and more are only a click away.
  • All of the content and resources you expect with a supplements package that is second to none, including a complete set of instructor teaching supplements, test items, and PowerPoint® slides.
  • Extended coverage on closing and business to consumer selling.
  • Appendix on professional selling career opportunities and the value of selling skills to the non-professional selling career.
  • Comprehensive and class-activity length Role Plays and Cases.
  • "Ethical Dilemma" boxes with real-life scenarios to spark discussion and critical thinking.
  • "Professional Selling in the 21st Century" boxed feature has been updated to reflect the current trends, techniques, and best practices in the professional selling world.
1. Overview of Personal Selling.
2. Building the Trust and Sales Ethics.
3. Understanding Buyers.
4. Communication Skills.
5. Strategic Prospecting and Preparing for Sales Dialog.
6. Planning Sales Dialog and Presentations.
7. Sales Dialog: Creating and Communicating Value.
8. Addressing Concerns and Earning Commitment.
9. Expanding Customer Relationships.
10. Adding Value: Self-Leadership and Teamwork.
11. Sales Management and Sales 2.0.

Textbook Only Options

Traditional eBook and Print Options

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  • ISBN-10: 1285164725
  • ISBN-13: 9781285164724
  • Bookstore Wholesale Price $60.00
  • RETAIL $79.95

Cengage provides a range of supplements that are updated in coordination with the main title selection. For more information about these supplements, contact your Learning Consultant.

FOR INSTRUCTORS

Instructor's Companion Website

ISBN: 9781305670600
Everything you need for your course in one place! This collection of book-specific lecture and class tools is available online via www.cengage.com/login. Access and download PowerPoint presentations, images, instructor’s manual, and more.

Cengage Learning Testing, powered by Cognero® Instant Access

ISBN: 9781305668980
Cengage Learning Testing Powered by Cognero® is a flexible, online system that allows you to: import, edit, and manipulate content from the text's test bank or elsewhere, including your own favorite test questions; create multiple test versions in an instant; and deliver tests from your LMS, your classroom, or wherever you want. Every question has undergone a series of accuracy checks and anti-piracy reviews, as well as a multi-point inspection to remove weak question options (e.g. all answers are correct), sharpen ambiguous questions, and ensure balanced coverage of major course concepts, difficulty levels, and Bloom’s Taxonomy. The test bank questions form the basis for the assessments in the SELL 5 Online product, and are different from the Practice Quizzes available for students.