Sales Management: Analysis and Decision Making (Record no. 100982)
[ view plain ]
| 000 -LEADER | |
|---|---|
| fixed length control field | 01556aam a2200253 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20160327161539.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 160309b xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780765644510 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Item number | ING |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Ingram, Thomas N. |
| 9 (RLIN) | 2039 |
| 245 ## - TITLE STATEMENT | |
| Title | Sales Management: Analysis and Decision Making |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 9th ed |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | Routledge |
| Date of publication, distribution, etc. | 2015 |
| Place of publication, distribution, etc. | London |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 378p |
| 500 ## - GENERAL NOTE | |
| General note | 1. Changing World of Sales Management<br/><br/>Part I: Describing the Personal Selling Function<br/>2. Overview of Personal Selling<br/><br/>Part II: Defining the Strategic Role of the Sales Function<br/>3. Organizational Strategies and the Sales Function<br/>4. Sales Organization Structure and Salesforce Deployment<br/>Appendix 4. Developing Forecasts<br/><br/>Part III: Developing the Salesforce<br/>5. Acquiring Sales Talent: Recruitment and Selection<br/>6. Continual Development of the Salesforce: Sales Training Part IV: Directing the Salesforce<br/>7. Sales Leadership, Management, and Supervision<br/>8. Motivation and Reward System Management<br/><br/>Part V: Determining Salesforce Effectiveness and Performance<br/>9. Evaluating the Effectiveness of the Organization<br/>10. Evaluating the Performance of Salespeople |
| 600 ## - SUBJECT ADDED ENTRY--PERSONAL NAME | |
| Personal name | Sales Management |
| 9 (RLIN) | 2040 |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | LaForge, Raymond W. |
| 9 (RLIN) | 2041 |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Avila, Ramon A. |
| 9 (RLIN) | 2042 |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Schwepker, Charles H. |
| 9 (RLIN) | 2043 |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Williams, Michael R. |
| 9 (RLIN) | 2044 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Call number prefix | 658.81 |
| Call number suffix | ING |
No items available.