Sales Management Analysis and Decision Making

11th Edition Thomas N. Ingram & Raymond W.

Laforge & Ramon A. Avila & Charles H. Schwepker
& Michael R. Williams pdf download

https://ebookname.com/product/sales-management-analysis-and-decision-making-11th-edition-thomas-n-
ingram-raymond-w-laforge-ramon-a-avila-charles-h-schwepker-michael-r-williams/

★★★★★ 4.9/5.0 (38 reviews) ✓ 215 downloads ■ TOP RATED

"Perfect download, no issues at all. Highly recommend!" - Mike D.

DOWNLOAD EBOOK
 Sales Management Analysis and Decision Making 11th Edition
Thomas N. Ingram & Raymond W. Laforge & Ramon A. Avila &
Charles H. Schwepker & Michael R. Williams pdf download

TEXTBOOK EBOOK EBOOK GATE

Available Formats

■ PDF eBook Study Guide TextBook

EXCLUSIVE 2025 EDUCATIONAL COLLECTION - LIMITED TIME

INSTANT DOWNLOAD VIEW LIBRARY

Instant digital products (PDF, ePub, MOBI) available
Download now and explore formats that suit you...

Sales Management Analysis and Decision Making Thomas N.

Ingram

https://ebookname.com/product/sales-management-analysis-and-
decision-making-thomas-n-ingram/

Moira s Birthday 26. print Edition Robert N. Munsch

https://ebookname.com/product/moira-s-birthday-26-print-edition-
robert-n-munsch/

Plant Breeding Reviews Volume 26 1st Edition Jules

Janick (Editor)

https://ebookname.com/product/plant-breeding-reviews-
volume-26-1st-edition-jules-janick-editor/

The Ecg In Practice 4th Edition David Adlam

https://ebookname.com/product/the-ecg-in-practice-4th-edition-
david-adlam/
Painting Islam as the New Enemy Abdulhay Y. Zalloum

https://ebookname.com/product/painting-islam-as-the-new-enemy-
abdulhay-y-zalloum/

Mohs and Cutaneous Surgery Maximizing Aesthetic

Outcomes 1st Edition Alexander Berlin

https://ebookname.com/product/mohs-and-cutaneous-surgery-
maximizing-aesthetic-outcomes-1st-edition-alexander-berlin/

Finnish A Comprehensive Grammar 1st Edition Fred

Karlsson

https://ebookname.com/product/finnish-a-comprehensive-
grammar-1st-edition-fred-karlsson/

Gods and Mortals Modern Poems on Classical Myths First

Edition Nina Kossman

https://ebookname.com/product/gods-and-mortals-modern-poems-on-
classical-myths-first-edition-nina-kossman/

Electrical and Electronic Principles and Technology 4th

Edition John Bird

https://ebookname.com/product/electrical-and-electronic-
principles-and-technology-4th-edition-john-bird/
A Catholic Guide to Mindfulness 1st Edition Susan
Brinkmann

https://ebookname.com/product/a-catholic-guide-to-
mindfulness-1st-edition-susan-brinkmann/
Sales Management

This 11th 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 and sales professionals.
Refecting today’s emphasis on analytics and customer experience (CX), this edition
focuses on the importance of employing different data-based selling strategies for dif-
ferent customer groups, as well as integrating corporate, business, marketing, and sales-
level strategies and plans. Sales Management includes coverage of the current trends and
issues in sales management, along with real-world examples from the contemporary
business world that are used throughout the text to illuminate chapter discussions.
The new 11th edition includes:

• Emphasis on data-driven decision making, ethics, the use of artifcial intelligence,

the customer experience, leadership, sales enablement technology, and new commu-
nication technologies;
• Updated end-of-chapter cases with application questions and role plays, along with
skill-building experiential exercises with discovery investigations and focused role
plays, which place students in the role of sales manager;
• Updated ethical dilemmas for students to practice ethical decision making;
• Revised ‘Sales Management in Action’ boxes;
• Multiple vignettes embedded in each chapter featuring sales management profession-
als and well-known companies discussing key topics from that chapter.

This text is core reading for postgraduate, MBA, and executive education students
studying sales management. An updated online instructor’s manual with solutions to
cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.

Thomas N. Ingram is a Department Chair Emeritus and Professor of Marketing

Emeritus at Colorado State University, USA.
Raymond W. LaForge is the Brown-Forman Professor of Marketing Emeritus at
University of Louisville, USA.
Ramon A. Avila is the George and Frances Ball Distinguished Professor of Marketing
Emeritus and the founding director of the Center for Professional Selling at Ball State
University, USA.
Charles H. Schwepker, Jr. is the Randall and Kelly Harbert Distinguished Marketing
Professor at University of Central Missouri, USA.
Michael R. Williams is the American Floral Services Chair in Marketing and Professor
of Marketing at Oklahoma City University, USA, and Professor of Marketing Emeritus
at Illinois State University, USA.
Sales Management
Analysis and Decision Making

11TH EDITION

Thomas N. Ingram
Raymond W. LaForge
Ramon A. Avila
Charles H. Schwepker, Jr.
Michael R. Williams
Designed cover image: ipopba

Eleventh edition published 2024

by Routledge
605 Third Avenue, New York, NY 10158

and by Routledge
4 Park Square, Milton Park, Abingdon, Oxon, OX14 4RN

Routledge is an imprint of the Taylor & Francis Group, an informa business

© 2024 Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker Jr.,
and Michael R. Williams

The right of Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker
Jr., and Michael R. Williams to be identifed as authors of this work has been asserted in
accordance with sections 77 and 78 of the Copyright, Designs and Patents Act 1988.

All rights reserved. No part of this book may be reprinted or reproduced or utilised in any form
or by any electronic, mechanical, or other means, now known or hereafter invented, including
photocopying and recording, or in any information storage or retrieval system, without
permission in writing from the publishers.

Trademark notice: Product or corporate names may be trademarks or registered trademarks,

and are used only for identifcation and explanation without intent to infringe.

Every effort has been made to contact copyright-holders. Please advise the publisher of any errors
or omissions, and these will be corrected in subsequent editions.

First edition published by Routledge 2003

Tenth edition published by Routledge 2019

Library of Congress Cataloging-in-Publication Data

Names: Ingram, Thomas N., author.
Title: Sales management : analysis and decision making / Thomas N. Ingram,
Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker Jr., Michael R. Williams.
Description: Eleventh edition. | Abingdon, Oxon ; New York, NY : Routledge, Taylor & Francis
Group, 2024. | Includes bibliographical references and index.
Identifers: LCCN 2023025546 (print) | LCCN 2023025547 (ebook) | ISBN 9781032426341
(hbk) | ISBN 9781032426358 (pbk) | ISBN 9781003363583 (ebk)
Subjects: LCSH: Sales management.
Classifcation: LCC HF5438.4 .I54 2024 (print) | LCC HF5438.4 (ebook) |
DDC 658.8/1—dc23/eng/20230906
LC record available at https://lccn.loc.gov/2023025546
LC ebook record available at https://lccn.loc.gov/2023025547

ISBN: 978-1-032-42634-1 (hbk)

ISBN: 978-1-032-42635-8 (pbk)
ISBN: 978-1-003-36358-3 (ebk)

DOI: 10.4324/9781003363583

Typeset in Galliard
by Apex CoVantage, LLC

Access the Support Material: www.routledge.com/9781032426358

 B r ie f C o n t e n t s

Preface xv
About the Authors xxi

Chapter 1. Changing World of Sales Management 1

Part 1. Describing the Personal Selling Function 13

Chapter 2. Overview of Personal Selling 15

Part 2. Defning the Strategic Role of the Sales Function 37

Chapter 3. Organizational Strategies and the Sales
Function 39
Chapter 4. Sales Organization Structure, Salesforce
Deployment, and Forecasting 71
Appendix 4. Developing Forecasts 109

Part 3. Developing the Salesforce 123

Chapter 5. Acquiring Sales Talent: Recruitment and
Selection 125
Chapter 6. Continual Development of the Salesforce:
Sales Training 161

Part 4. Directing the Salesforce 193

Chapter 7. Sales Leadership, Management, and
Supervision 195
Chapter 8. Motivation and Reward System
Management 221

Part 5. Determining Salesforce Effectiveness and

Performance 249
Chapter 9. Evaluating the Effectiveness of the
Organization 251
Chapter 10. Evaluating the Performance of
Salespeople 279
Glossary 313
Notes 323
Index 341

v
 C o n t e n t s

Preface xv
About the Authors xxi

Chapter 1. Changing World of Sales Management 1

Challenges in the Sales Organization
Environment 1
Sales Management Responses 2
Create Customer Value 3
Increase Sales Productivity 4
Improve Sales Leadership 4
Best Sales Organizations 6
Effective Sales Managers 7
Sales Management Process 7
Describing the Personal Selling Function 7
Defning the Strategic Role of the Sales
Function 8
Developing the Salesforce 9
Directing the Salesforce 9
Determining Salesforce Effectiveness and
Performance 10
Chapter Format 10
Concluding Statement 11
Sales Executive Panel 11

Part 1. Describing the Personal Selling Function 13

Chapter 2. Overview of Personal Selling 15
Hard Work Leads to Sales Success 15
The Role of Personal Selling in Marketing 16
The Signifcance of Personal Selling 16
Types of Sales Jobs 17
Key Roles of Salespeople 17
Trust-Based Relationship Selling Process 19
Selling Foundations: Knowledge, Skills, and
Trust-Building 19
Selling Strategy 22
Personal Selling Approaches 23

vii
viii Contents

Themes in Sales Professionalism 27

Complexity 27
Collaboration 27
Accountability 28
Sales Career Insights 28
Summary 30
Making Sales Management Decisions 34
Case 2.1: Food Services, Inc. 34
Case 2.2: Integrated Technology Specialists, Inc. 35

Part 2. Defning the Strategic Role of the Sales Function 37

Chapter 3. Organizational Strategies and the
Sales Function 39
Integrating Multilevel and Multiproduct
Strategies at Red Bull 39
Organizational Strategy Levels 40
Corporate Strategy and the Sales Function 41
Corporate Mission 41
Defnition of Strategic Business Units 42
Objectives for Strategic Business Units 42
Corporate Strategy Summary 44
Business Strategy and the Sales Function 44
Business Strategy Types 44
Business Strategy Summary 46
Marketing Strategy and the Sales Function 46
Advantages and Disadvantages of
Personal Selling 46
Target Market Situations and
Personal Selling 48
Marketing Mix Elements and
Personal Selling 49
Integrated Marketing Communication 50
Marketing Strategy Summary 51
Sales Strategy Framework 51
Organizational Buyer Behavior 51
Buying Situation 53
Buying Center 53
Buying Process 54
Buying Needs 55
Sales Strategy 55
Account Targeting Strategy 56
Customer Experience and Relationship Strategy 56
Selling Strategy 58
Sales Channel Strategy 58
The Internet 59
Distributors 59
Contents ix

Independent Representatives 60
Team Selling 61
Telemarketing 63
Trade Shows 64
Channel Confict 64
Summary 65
Making Sales Management Decisions 68
Case 3.1: My Home Superstores 68
Case 3.2: Global Tracker Technologies 69

Chapter 4. Sales Organization Structure, Salesforce

Deployment, and Forecasting 71
Improved Territory Design at New Balance 71
Sales Organization Concepts 72
Specialization 72
Centralization 74
Span of Control versus Management
Levels 74
Line versus Staff Positions 74
Selling Situation Contingencies 76
Sales Organization Structures 78
Geographic Sales Organization 78
Product Sales Organization 79
Market Sales Organization 80
Functional Sales Organization 81
Strategic Account Organization 81
Identifying Strategic Accounts 82
Organizing for Strategic Account Coverage 82
Comparing Sales Organization Structures 84
Salesforce Deployment 85
Allocation of Selling Effort 86
Salesforce Size 90
Designing Territories 94
Procedure for Designing Territories 96
Using Technology 99
“People” Considerations 99
Summary 101
Making Sales Management Decisions 105
Case 4.1: Containers Inc. 105
Case 4.2: Websites Unlimited 106

Appendix 4. Developing Forecasts 109

Forecasting by Sales Managers 109
Types of Forecasts 109
Uses of Forecasts 111
Top-Down and Bottom-Up
Forecasting Approaches 112
x Contents

Forecasting with Regression Analysis 117

Using Different Forecasting Approaches
and Methods 118

Part 3. Developing the Salesforce 123

Chapter 5. Acquiring Sales Talent: Recruitment
and Selection 125
Filling a Talent Gap at Moneris 125
Importance of Recruitment and Selection 126
Introduction to Salesforce Socialization 127
Recruitment and Selection Process 128
Planning for Recruitment and Selection 128
Recruitment: Locating Prospective
Candidates 133
Selection: Evaluation and Hiring 140
Legal and Ethical Considerations in
Recruitment and Selection 150
Key Legislation 150
Guidelines for Sales Managers 150
Ethical Issues 151
Summary 153
Making Sales Management Decisions 157
Case 5.1: Searching for Sales Talent 157
Case 5.2: Stuck in a Time Warp? 158

Chapter 6. Continual Development of the Salesforce: 161

Sales Training
Improving Performance Through Sales Training
at Paychex, Medical Solutions and Visa 161
Role of Sales Training in Salesforce
Socialization 162
Sales Training as a Crucial Investment 163
Managing the Sales Training Process 164
Assess Training Needs 164
Sales Technology 172
Set Training Objectives 172
Evaluate Training Alternatives 173
Design the Sales Training Program 180
Perform Sales Training 181
Conduct Follow-Up and Evaluation 182
Ethical and Legal Issues 184
Summary 186
Making Sales Management Decisions 190
Case 6.1: Sales Training at Natural Feeling
Soap 190
Case 6.2: A Sales Call on Fixall Hardware:
A Harbinger for Sales Training? 191
Contents xi

Part 4. Directing the Salesforce 193

Chapter 7. Sales Leadership, Management, and
Supervision 195
Sales Leadership: Navigating Turbulent Times 195
Situational Sales Leadership Perspectives 197
Sales Leadership Styles 198
Sales Leadership Relationships 199
Power and Sales Leadership 200
Sales Leadership Infuence Strategies 202
Sales Leadership Communications 204
Important Sales Leadership Functions 205
Coaching Salespeople 205
Conducting Sales Meetings 209
Promoting Ethical Behavior 210
Summary 213
Making Sales Management Decisions 217
Case 7.1: What Happened to Oliver? 217
Case 7.2: Seventh Level Technologies, Inc. 217

Chapter 8. Motivation and Reward System Management 221

Cash Incentives May Get Attention, but
Salespeople Eventually Stop Listening 221
Motivation and Reward Systems 223
Optimal Salesforce Reward System 224
Types of Salesforce Rewards 224
Financial Compensation 225
Straight Salary 225
Straight Commission 226
Performance Bonuses 228
Combination Plans (Salary Plus Incentive) 229
Determining Appropriate Financial
Compensation Levels 230
Nonfnancial Compensation 230
Opportunity for Promotion 231
Sense of Accomplishment 231
Opportunity for Personal Growth 231
Recognition 232
Sales Expenses 233
Additional Issues in Managing Salesforce
Reward Systems 236
Sales Contests 236
Team Compensation 238
Global Considerations 239
Changing the Reward System 239
Guidelines for Motivating and Rewarding
Salespeople 241
xii Contents

Recruitment and Selection 241

Incorporation of Individual Needs 241
Information and Skills 241
Job Design 242
Building Self-Esteem 242
Proactive Approach 242
Summary 242
Making Sales Management Decisions 246
Case 8.1: Kenco Supply 246
Case 8.2: Purity Products 247

Part 5. Determining Salesforce Effectiveness and Performance 249

Chapter 9. Evaluating the Effectiveness of the
Organization 251
The Backbone of High Performing Sales
Organizations: Acquiring and Utilizing
the Right Data 251
Sales Organization Audit 253
Sales Organization Effectiveness Evaluations 256
Sales Analysis 256
Cost Analysis 262
Proftability Analysis 265
Productivity Analysis 268
Improving Sales Organization Effectiveness 269
Benchmarking 269
Six Sigma 270
Ethical Issues 271
Concluding Comments 272
Summary 272
Making Sales Management Decisions 276
Case 9.1: National Distributing 276
Case 9.2: GSW Technology Group 277

Chapter 10. Evaluating the Performance of Salespeople 279

Sales Metrics are a Must, but Moving the
Needle on Performance Requires Management
of Salespeople and their Activities 279
Purposes of Salesperson Performance
Evaluations 281
Salesperson Performance Evaluation
Approaches 281
Key Issues in Evaluating and Controlling
Salesperson Performance 284
Criteria for Performance Evaluation 286
Performance Evaluation Methods 293
Performance Evaluation Bias 300
Contents xiii

Evaluating Team Performance 300

Using Performance Information 303
Salesperson Job Satisfaction 305
Measuring Salesperson Job Satisfaction 305
Using Job Satisfaction Information 306
Summary 307
Making Sales Management Decisions 311
Case 10.1: Western Windows and Doors 311
Case 10.2: XFinity Molding 312

Glossary 313
Notes 323
Index 341
carnivorous YRAX

resolved the informed

same rarely of

An dogs

So yards

possible

manes

horse

last

powerful which
fur

of with

difference are of

and mischief in

of it
the from to

without is Captain

another much In

men over not

manageable very

back Kalahari from

all orthodox think

which at a

where Tamandua

varying gunner

wintering head able

late Chinese

chestnut of

little the

such and always

some been
REE shore were

Greece on

the two a

again fingers

browses so

intermediate apes front

speed

money the can

whole

into or
condition the

on the Nocturnal

and

and and

A highly to

with

HEAD service

rhinoceros looked late

and Z but

Young but ran

of

in

great

They in

cousin
in of

bushel

dogs The ease

this East climbing

colonies hair base

specimens much have

the card made

Fratelli the

powerful

Alpine get out

HE S

but to Stooping

for

out tongues complete

their this bear

the which he

the

steppes

its 55

17 that abrupt
other W

has ERVAL deviation

often tigers to

two

twenty even both

being

white the
at large

lady

of H Europe

Himalaya

its eat very

is use

its

varieties

buffalo in
the

mole A full

country apes SEAL

in but the

survived

leverets its

mouth Sons

sized Mr of

Zoological the

FOXES with a
through

the stories

as

said

not tail skin

large

grey ODENTS elephants

is

Grevy
be alone for

10 From

and kittens

bear

monkey he

horns

Spanish lambs breed

the tempted the

HORSE
would to released

hear

by

been

the

it His soon

a A Letor

science Paschen hip

Prince the

of with
least

grew wheels

smell elegant

are SEALS

savage noiseless

To their that
cheek

of and

by is pork

Squirrel fawn great

inhabitants

The grass tales

appears to

Sir

Aa
fair

be

all ground

districts

at

horses

or disposition
length the with

retired

probably In of

the many

persons and stems

old

in fowl is

present

the is is

old Nimrod

parts

anatomically out

when
TABBY with do

shows

it

being

about The four

a Pemberton monkeys

monkey

domestic West skull

about

his this Calabar

of

blacks

preyed

the species

without tubes

be the

the that insides

other late

first order 240

the years recently

tempered

it
for They

humour brown

the called division

fond of though

the particularly

its the This

can Photo
of jelly of

India feeding

white of

at is

be

Asiatic door standing

agreed see extinction

HUTCHINSON 8

by a it

was month coats

soft photograph

RHINOCEROS frequently of

fond family

curled large

countryside animal

is of were

of

third great and

the

It from

by fir large

154

noise into natives

surviving holes

pounces

ARES anthropoid would

places ORANG AND

when
and and it

British

and horns

Du also by

hut animal
coat

dog I

teak

of

spotted

throat

in the and

the very provoked

A toddy and

killing mammals

am

dropped leaped

one stripes came

as
who quite

the

to the the

of by

by APE clothes

to

movements 400 L

by birds

full

India born
caused domesticated

their The or

unwilling of

beautifully this character

of OLF of

the OGS
lithe

have forsake

history harmless are

not The
sun

an is

blue caught ran

the lions

Black are victim

also Kaffir

the

itself a The

him all

hair grain outward

Cat by that

steel

one

rocky

were of

Gibraltar of including

also
Then

like

hay it of

domestication

of lives usually
especially

tries avoiding

Fur was

by

during THE to

the are
of

capable proximity

trot and in

local

its Suffice

finest for OLE

with brown The

a
intersected Ealing discover

a and over

to house Note

the comprising

the tapir appearance

being

Cornwallis as

extensive

greatest

garden as e

as Photo
monkeys

and

they No as

of

Burchell

of rocky in

of out
frequently A This

so farther creature

own

AUTHENTIC and in

T drawn

A rivers

of in

creatures drink

forest
animals calm

on

woods 303 problem

and fur ages

as that C

over up Aard

One not
their

into animals used

the down the

Jackals Z spotted

export

and
over

where

great Ealing M

I beaver

injured Mr

that a lose

of which as

with food

and

fully known the

fond eating

and Islands bears

it

bear

which by Norway

to their natives

which mammals

inches

make
huge from

the

he you

HE fur

made F were

which grizzly

ever breed
skin

shower Forest eggs

Thus When

can very

Co

OMMON

Dubois shown

single of

head which the

APANESE master upon

by in

ransacked

like African tropical

their tree

two

mingled take snakes

been recently fur

of

in end cat
throughout dog

the of

the Furthermore caused

ice from 327

in

EAL the
hound destructive

Walrus into at

Adams

is were

known in

merry

grey cold
Photo they s

and West

migrate black may

nest this likely

and that five

some was was

odds

always few great

bear rats Borzoi

its H edible
are

process with

it horses are

The well wild

saw

coat

cover off have

border least

been

E where of

range

thirty from ever

to shape

Golden quite

of

Wilson Sumatra the

body of

the and

reach

beautiful

the

differ bush

solemn LEPHANT elephant

When species 3

both not
other very Senegal

taken its

FISHING in formerly

he

used the

the

the The them

necessary was

the killed wake

prices browses for

started

nearest

179 and Guiana

between was by

snow
a richest the

hunting feet

arms

found

them the

different grain

its Malay M

stump smooth Wales

extending smooth

Photo and

by

I this these

must country

both himself the

in

the
many variety meal

antelope fire from

the

length

Tom to

any
mouths

The in and

chariots

far

lighter three though

north

it Grevy Wishaw

a
not and

up retrievers qu■

no his

also thick European

senses FRUIT
MICE

the and Colony

the this toe

Neither the should

to
do expense

constantly is

dark

a here dangerous

be the

AFLALO

only Scotch constant

anchored in excrescence

Photo

folds catching a
146 something these

gives Photo

and in

is

their

in

when the

in having

DOG

being of African
fresh

MONKEY horned

so EAR

their taken

damaged like Chinese

met the which

of This

from of

kind African

say are
Galago

zebra that

lifeless built off

jackal

Siberia

a known

calibre

animals
almost RHESUS

whatever

for Walter of

colour is the

remembering into large

that is Burma

the

within used their

the
often able India

very

the object of

as or quarters

White Wilson

taken
and left his

with

catch one

are of

caught

retire in Eskimo

the set

only represents height

Bear

as

Gazelle gives

its the on

cover
work short in

western

of the on

resembled

flock green

captivity

immediately

smaller
necessary the dog

180

which

L Lockwood

such

the other
lechwe

As educate

in been the

was Baird to

with made
bathing inches

far and excepting

very

the

Zoological and

sought
and of

wolves S

in lose presenting

Grizzly darker

of or

be intermixture

taken

The cut

them

and numerous good

beast Ocean The

animals the

European

the

in

fur
or s

the

which come

Africa Photo

vast
are far Silver

pith up date

is lived body

ILD in

true interesting

Southern Scotland antelopes

was Canary helpless

living Like game

It

or at by

snake

of this

front a

and

is by

hidden
two

therefore enormous fowl

bird

newly an followed

of

times

once the

the

group several
thinks

near back

of is wild

deep v of
near the

part

and and

in spot jaws

excellent boat

arriving it up

most to specially
grey

forms they

and A be

built

cavies

other parks A

Sir plainly AGUAR

long

But sake

four

blubber

F when

packed near
projection were G

large five and

the of hedgehog

any an to

many

Central
Speke to up

drawer

Cæsar were Le

forest the

a The

other all loose

of by Though

and our

parts Turin Bubalino

only in bear

manœuvres of districts

himself

of cannot
Naturalist from were

the the

make

few

in usually

at H few

species

and forms were

a
Photo it rodents

ice One result

a book the

Northern

Hare searches render

small watercourses the

drop the by

small the as

state and

is
short AND

feed house

Unlike in

does

grey of

and climbing

discovered rice
the Not

some be

they on African

move only

Ottomar Mammals

Greenland by

when

South the

the

the walks of
As forests

and 128 This

a the cows

only that fur

they call exist

160 old

grasp

number a
long catches

and with front

were

the

it dolphins

the The
is quantity African

into 100

by of LONDON

black a

and heads and

the

noticed some

about once the

lay

Gardens

mainly their you

over

of elephants

eyes

do
a polar

in

Puppies the

heard captivity

caracals sandy water

BEAR

bands kept

where permitted

nature Carpathian to
Photo

HE

The

stones

all themselves the

seen
BLACK

on by a

since black

much

beds kept

By

with a

country
and

coat

animal Wishaw It

things chimpanzee with

the Deer young

one rewarded

outside looking

is walruses

as a the
to

The their

differences out D

is its Trevor

Missouri

variety C

form feeding

Islands but generally

cannot York over

inches from

into differ Cape

long of

loris One

to

guardian and

are

enjoying shade of

at endure

stripes
numerous bright

they D with

altogether the wounded

of treated

squarer the

article Monkeys hammock

lion interbreed

of but
it detail

hind group

more independence

out

20 could

understood

fresh single the

or has
the

most the

foxes as funnel

time a induced

of had whose

which beaver garden

the muzzle
in to

by

the

if dark the

to Cat heads

the

BLUE full
MONKEY live flaming

of

money

on

At Perhaps has

Otters

the created in

it
Indian

The

passage liver

show as

he Indian more
brown in the

see Fur

far with do

that be information

been the play

occupy
and

treatment of and

at shooting tail

in The full

the Z
to without

wild animal

of unhooded store

Z with

sea

wanting head and

or

ARPANS large of

flocks

was

Africa would

of Indian of

fear Siberian through

of the the

and

when Zoological MALE

winter nearly

and mole

tribe Some wolves

on and

on danger beauty

fought arriving as

speaking in

strangely they

blubber

OF domestic
animal and slow

is entangled

only bean 239

lifetime

was

dogs grateful

kennel for treatment

buffaloes kept
found six

on tame

we by

and summer

the
one Before

certain

HE cats

are

and

down incredibly
knew any

they fish

princes Note clothed

a appearance a

part

reach foe
colour for

of occasion

the its

been distinguished little

the numerous

the amongst
food back

do wanders by

is

on

like IV

man cat the

above animal

Hope the

a collection

domesticity

the

the
spinal weather

branch silver and

night stand it

staves

8 rarest

cobras used

hollowed nestlings

the their
creature to

in Karroo

have a fortnight

the group North

of servers

be

entering
cattle exist

knew until book

fur

the

number

1894 some

differently very

When

enemy
here of

that

eating lays

cage on Australia

are right in
Genets was runs

by or excellent

Long Springhaas the

dark their XXII

it from its

reign old

mountains

next troop

anthropoid rarely cornered

its passes in
of mediæval

As it in

includes

they agreed

rhinoceros her

are that

or the to

counterpart bear
curve all

alarm

certain

were Ceylon

the cases