Sell

by Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila

Created through a "student-tested, faculty-approved" review process with over 100 students and faculty, SELL is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 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.

Genres: Education, School, Business, Textbooks

352 pages, Paperback

First published February 12, 2010

About the author

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.

Reviews

[Tyler Williams · Rating 2 out of 5]

This has got to be one of the most boring books I have ever read. Had to read it for my professional selling class. There is a lot of good stuff in here, but the way that it is put together makes it such a drag. Your eyes roll along the pages lifelessly. Praise God that I am done with this book.

[Keith Bryan · Rating 3 out of 5]

This textbook was well laid out for the most part. It was also easy to follow, and the concepts were delivered in a clear and concise manner that I ended up appreciating. It offers an online companion guide, practice quizzes, and chapter summaries that review the key terms from each chapter in the back of the book. The problems with this text revolve around the obvious typos that slipped through publishing (we're talking several per chapter-not just a few) and some of the formats looked cramped or messed up. Basically, it looked like the final paper of a procrastinating student that had to turn it in only an hour later. This book lost one star from its original rating due to the distraction issue and for the unprofessional appearance of the final product. If those issues are fixed, then this would become a 4 star review.

Overall: It is a wonderful summary of solid Personal Selling techniques, but the typos have to go and it must be reformatted. I would recommend it to those in need of a refresher or as a key to the basics.