Higher Education

SELL4, 4th Edition

  • includes CourseMate Printed Access Card
  • Thomas N. Ingram Colorado State University
  • Raymond W. (Buddy) LaForge University of Louisville
  • Ramon A. Avila Ball State University
  • Charles H. Schwepker University of Central Missouri
  • Michael R. Williams Oklahoma City University
  • ISBN-10: 1285164725  |  ISBN-13: 9781285164724
  • 288 Pages
  • Previous Editions: 2013, 2012, 2011
  • © 2015 | Published
  • College Bookstore Wholesale Price = $60.00
  • Newer Edition Available
  *Why an online review copy?
  • It's the greener, leaner way to review! An online copy cuts down on paper and on time. Reduce the wait (and the weight) of printed texts. Your online copy arrives instantly, and you can review it anytime from your computer or favorite mobile device.

If you prefer a print copy to review, please contact your representative.

About

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.

Additional Product Information

Features and Benefits

  • 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.
  • 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.

Table of Contents

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.

What's New

  • 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.

Learning Resource Bundles

Choose the textbook packaged with the resources that best meet your course and student needs. Contact your Learning Consultant for more information.

Print Option: Text + Online, 1 term (6 months) Printed Access Card

ISBN-10: 1305236521  | ISBN-13: 9781305236523

List Price = $80.95  | College Bookstore Wholesale Price = $60.00

This Bundle Includes:

  • SELL4
    List Price = $79.95  | CengageBrain Price = $79.95  | College Bookstore Wholesale Price = $60.00
  • 4LTR Press Print Option Sticker
    List Price = $.00  | College Bookstore Wholesale Price = $.00


ePack: Printed Text + MindLink for CourseMate Instant Access

ISBN-10:  1305610946  | ISBN-13:  9781305610941

List Price = $87.95  | CengageBrain Price = $87.95  | College Bookstore Wholesale Price = $65.00

This Bundle Includes:

  • SELL4
    List Price = $79.95  | CengageBrain Price = $79.95  | College Bookstore Wholesale Price = $60.00
  • General MindLink for CourseMate, 1 term (6 months) Instant Access
    List Price = $69.95  | CengageBrain Price = $69.95  | College Bookstore Wholesale Price = $52.50


Bundle: Text + CourseMate, 1 term (6 months) Printed Access Card

ISBN-10:  1337071056 | ISBN-13:  9781337071055

List Price = $79.95  | CengageBrain Price = $79.95  | College Bookstore Wholesale Price = $60.00

This Bundle Includes:

  • SELL4
    List Price = $79.95  | CengageBrain Price = $79.95  | College Bookstore Wholesale Price = $60.00
  • LMS Integrated Sticker
    List Price = $.00  | College Bookstore Wholesale Price = $.00


Supplements

All supplements have been updated in coordination with the main title. Select the main title's "About" tab, then select "What's New" for updates specific to title's edition.

For more information about these supplements, or to obtain them, contact your Learning Consultant.

Instructor Supplements

CourseMate, 1 term (6 months) Instant Access  (ISBN-10: 1285165152 | ISBN-13: 9781285165158)

Interested in a simple way to complement your text and course content with study and practice materials? Cengage Learning's SELL4 CourseMate brings course concepts to life with interactive learning, study, and exam preparation tools that support the printed textbook. Watch student comprehension soar as your class works with the printed textbook and the textbook-specific website.

List Price = $79.95  | CengageBrain Price = $79.95  | College Bookstore Wholesale Price = $79.95

General MindLink for CourseMate, 1 term (6 months) Instant Access  (ISBN-10: 1285756258 | ISBN-13: 9781285756257)

List Price = $84.95  | CengageBrain Price = $84.95  | College Bookstore Wholesale Price = $84.95

Student Supplements

CourseMate, 1 term (6 months) Instant Access  (ISBN-10: 1285165152 | ISBN-13: 9781285165158)

List Price = $79.95  | CengageBrain Price = $79.95  | College Bookstore Wholesale Price = $79.95

General MindLink for CourseMate, 1 term (6 months) Instant Access  (ISBN-10: 1285756258 | ISBN-13: 9781285756257)

List Price = $84.95  | CengageBrain Price = $84.95  | College Bookstore Wholesale Price = $84.95

Meet the Author

Author Bio

Thomas N. Ingram

Thomas N. Ingram (Ph.D., Georgia State University) is professor of marketing and FirstBank Professor of Business Administrations 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

Raymond W. (Buddy) LaForge is the Brown-Forman Professor of Marketing at the University of Louisville. He is the founding Executive Editor of the MARKETING EDUCATION REVIEW; has co-authored MARKETING: PRINCIPLES & PERSPECTIVES (Fifth Edition), SALES MANAGEMENT: ANALYSIS AND DECISION MAKING (Seventh Edition), PROFESSIONAL SELLING: A TRUST-BASED APPROACH (Fifth Edition), THE PROFESSIONAL SELLING SKILLS WORKBOOK, STRATEGIC SALES LEADERSHIP: AND BREAKTHROUGH THINKING FOR BREAKTHROUGH RESULTS. His research is published in many journals, including the JOURNAL OF MARKETING, JOURNAL OF MARKETING RESEARCH, DECISION SCIENCES, and JOURNAL OF THE ACADEMY OF MARKETING SCIENCE. 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. He received the Outstanding Sales Scholar Award from Mu Kappa Tau at the National Conference in Sales Management and a Special Recognition Award from the American Marketing Association Sales Interest Group in 2005. He was selected as one of the Top Thirteen Faculty Favorites at the University of Louisville and received a Distinguished Scholar Award from the Research Symposium on Marketing and Entrepreneurship in 2006; the Distinguished Sales Educator Award from the University Sales Center Alliance and the Undergraduate Teaching Award from the College of Business in 2007; and the Outstanding Faculty Award from Beta Alpha Psi and a Faculty Favorite Award from the REACHAmbassadors in 2008. The Sales Program at the University of Louisville has been selected as a Top University Sales Education Program by the University Sales Education Foundation from 2007-2009.

Ramon A. Avila

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

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 four times won awards for outstanding reviewer. Dr. Schwepker is a coauthor of SALES MANAGEMENT: ANALYSIS AND DECISION MAKING.

Michael R. Williams

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.