ChurchHill/Ford/Walker's Sales Force Management (Record no. 1066)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01244ohm a2200205 u 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780073404851 |
| 022 ## - INTERNATIONAL STANDARD SERIAL NUMBER | |
| ISSN | 0073404853 |
| 050 ## - CALL NUMBER | |
| Classification number | HF5438.4 |
| Item number | .J61 |
| 100 ## - AUTHOR | |
| Personal name | Mark W. Johnston |
| 245 ## - TITLE | |
| Title | ChurchHill/Ford/Walker's Sales Force Management |
| Statement of responsibility, etc | Mark W. Johnston, Greg W. Marshall |
| 250 ## - EDITION | |
| Edition statement | 10th ed |
| 260 ## - PUBLICATION INFORMATION | |
| Place of publication | Boston |
| Name of publisher | McGrawHill |
| Year of publication | 2011 |
| 300 ## - DESCRIPTION | |
| Number of Pages | xvii, 491 pages : |
| Other physical details | illustrations ; 27 cm. |
| 440 ## - SERIES | |
| SERIES | McGraw-Hill/Irwin series in marketing. |
| 500 ## - NOTES | |
| General note | Includes index |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Table of Content | Introduction to sales management in the 21st century 1<br/>The process of selling and buying 30<br/>Linking strategies and the sales role in the era of customer relationship management 64<br/>Organizing the sales effort 97<br/>The strategic role of information in sales management 126<br/>Sales person performance: Behavior, role perceptions, and satisfaction 184<br/>Salesperson performance: motivating the sales force 214<br/>Personal characteristics and sales aptitude: Criteria for selecting sales people 244<br/>Sales force recruitment and selection 268<br/>Sales Training: Objectives, techniques, and evaluation 297<br/>Sales person compensation and incentives 327<br/><br/><br/> |
| 650 ## - SUBJECTS | |
| Topical Term | Sales Management |
| 700 ## - OTHER AUTHORS | |
| Personal name | Greg W Marshall |
| 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| Withdrawn status | Lost status | Collection code | Home library | Current library | Shelving location | Date acquired | Full call number | Accession Number | Koha item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 | 21/10/2013 | HF5438.4 .J61 | 38715 | Books | ||
| Reference | Methodist University Library Main | Methodist University Library Main | General Stacks | 21/10/2013 | HF5438.4 .J61 | 38716 | Books | ||
| Methodist University Library Main | Methodist University Library Main | General Stacks | 21/10/2013 | HF5438.4 .J61 | 38717 | Books |