Churchill, Ford, and Walker's sales force management / (Record no. 1076)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01736nam a2200253Ia 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0071116052 (pbk.) |
| 022 ## - INTERNATIONAL STANDARD SERIAL NUMBER | |
| ISSN | 0071116052 |
| 050 ## - CALL NUMBER | |
| Classification number | HF5438.4 |
| Item number | .C48 |
| 100 1# - AUTHOR | |
| Personal name | Johnston, Mark W. |
| 245 10 - TITLE | |
| Title | Churchill, Ford, and Walker's sales force management / |
| Statement of responsibility, etc | Mark W. Johnston and Greg W. Marshall. |
| 250 ## - EDITION | |
| Edition statement | 8th ed. |
| 260 ## - PUBLICATION INFORMATION | |
| Place of publication | Maidenhead : |
| Name of publisher | McGraw-Hill Education, |
| Year of publication | 2006. |
| 300 ## - DESCRIPTION | |
| Number of Pages | xvii, 491 p. ; |
| Dimensions | 26 cm. |
| 440 ## - SERIES | |
| SERIES | McGraw-Hill/Irwin series in marketing. |
| 500 ## - NOTES | |
| General note | Includes index |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Table of Content | Chapter 1 Overview of Sales Management and the Selling Environment Part One: Formulation of the Sales Program Chapter 2 The Process of Buying and Selling Chapter 3 Linking Strategies and the Sales Role in the Era of Customer Relationship Management Chapter 4 Organizing the Sales Effort Chapter 5 The Strategic Role of Information in Sales Management Part Two: Implementation of the Sales Program Chapter 6 Salesperson Performance: Behavior, Role Perceptions and Satisfaction Chapter 7 Salesperson Performance: Motivating the Sales Force Chapter 8 Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople Chapter 9 Sales Force Recruitment and Selection Chapter 10 Sales Training: Objectives, Techniques and Evaluation Chapter 11 Designing Compensation and Incentive Programs Part Three: Evaluation and Control of the Sales Program Chapter 12 Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands Chapter 13 Behavior and Other Performance Analyses |
| 650 #0 - SUBJECTS | |
| Topical Term | Sales management. |
| 650 #0 - SUBJECTS | |
| Topical Term | Sales personnel |
| General subdivision | Management. |
| 700 1# - OTHER AUTHORS | |
| Personal name | Marshall, Greg W. |
| 700 1# - OTHER AUTHORS | |
| Personal name | Ford, Neil M. |
| 700 1# - OTHER AUTHORS | |
| Personal name | Walker, Orville C. |
| 700 1# - OTHER AUTHORS | |
| Personal name | Churchill, Gilbert 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 | 21/03/2010 | HF5438.4 .C48 | 30619 | Books |