Management of a sales force / (Record no. 1036)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01752nam a2200229Ia 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 007352977X |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780073529776 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780071259446 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0071259449 |
| 050 00 - CALL NUMBER | |
| Classification number | HF5438.4 |
| Item number | .S78 |
| 100 1# - AUTHOR | |
| Personal name | Spiro, Rosann L. |
| 245 10 - TITLE | |
| Title | Management of a sales force / |
| Statement of responsibility, etc | Rosann L. Spiro, Gregory A. Rich, William J. Stanton. |
| 250 ## - EDITION | |
| Edition statement | 12th ed. |
| 260 ## - PUBLICATION INFORMATION | |
| Place of publication | Boston : |
| Name of publisher | McGraw-Hill/Irwin, |
| Year of publication | 2008. |
| 300 ## - DESCRIPTION | |
| Number of Pages | xxiii, 584 p. : |
| Other physical details | illus., maps, fig. ; |
| Dimensions | 25 cm. |
| 500 ## - NOTES | |
| General note | Includes index |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Table of Content | PART I: Introduction to Sales Force Management <br/>Chapter 1: The Field of Sales Force Management<br/>Chapter 2: Strategic Sales Force Management <br/>Chapter 3: Personal Selling Process <br/><br/>PART II: Organizing, Staffing, and Training a Sales Force Chapter 4: Sales Force Organization <br/>Chapter 5: Profiling and Recruiting Salespeople <br/>Chapter 6: Selecting and Hiring Applicants <br/>Chapter 7: Developing, Delivering, and Reinforcing a Sales <br/>Training Program <br/><br/>PART III: Directing Sales Force Operations <br/>Chapter 8: Motivating a Sales Force <br/>Chapter 9: Sales Force Compensation <br/>Chapter 10: Sales Force Quotas & Expenses <br/>Chapter 11: Leadership of a Sales Force <br/><br/>PART IV: Sales Planning <br/>Chapter 12: Sales Forecasting and Developing Budgets <br/>Chapter 13: Sales Territories <br/><br/>PART V: Evaluating Sales Performance <br/>Chapter 14: Analysis of Sales Volume <br/>Chapter 15: Marketing Cost and Profitability Analysis <br/>Chapter 16: Evaluating a Salesperson's Performance <br/>Chapter 17: Ethical and Legal Responsibilities of Sales Managers<br/> Appendix A: Integrative Cases <br/>Appendix B: Careers in Sales Management. |
| 650 #0 - SUBJECTS | |
| Topical Term | Sales management. |
| 700 1# - OTHER AUTHORS | |
| Personal name | Stanton, William J. |
| 700 1# - OTHER AUTHORS | |
| Personal name | Rich, Gregory A. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Books |
| Withdrawn status | Lost status | Collection code | Home library | Current library | Shelving location | Date acquired | Full call number | Accession Number | Koha item type |
|---|---|---|---|---|---|---|---|---|---|
| Reference | Methodist University Library Main | Methodist University Library Main | General Stacks | 20/11/2008 | HF5438.4 .S78 | 23271 | Books | ||
| Reference | Methodist University Library Main | Methodist University Library Main | General Stacks | 20/11/2008 | HF5438.4 .S78 | 23356 | Books | ||
| Reference | Methodist University Library Tema | Methodist University Library Tema | General Stacks | 20/11/2008 | HF5438.4 .S78 | 23270 | Books |