Management of a sales force (Record no. 11508)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01609cam a2200265 a 4500 |
| INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0072398876 |
| INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780072398878 |
| INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0071198989 |
| INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780071198981 |
| DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8/1 |
| MAIN ENTRY--AUTHOR NAME | |
| Personal name | Spiro, Rosann L |
| TITLE STATEMENT | |
| Title | Management of a sales force |
| EDITION STATEMENT | |
| Edition statement | Eleventh edition / |
| Copyright Date | |
| Place of publication | Boston : |
| Name of publisher | McGraw-Hill/Irwin, |
| Year of publication or production | [2003] |
| Copyright Date | |
| Year of publication or production | ©2003 |
| PHYSICAL DESCRIPTION | |
| Number of Pages | xxiii, 564 pages : |
| Other physical details | illustrations ; |
| SERIES STATEMENT | |
| Series statement | McGraw-Hill/Irwin series in marketing |
| GENERAL NOTE | |
| General note | Revised edition of: Management of a sales force / William J. Stanton, Rosann Spiro. 10th ed. c1999 |
| FORMATTED CONTENTS NOTE | |
| Formatted contents note | Introduction to sales force management -- The field of sales force management -- Strategic sales force management -- Personal selling process -- Organizing, staffing, and training a sales force -- Sales force organization -- Profiling and recruiting salespeople -- Selecting and hiring applicants -- Developing, delivering, and reinforcing a sales training program -- Directing sales force operations -- Motivating a sales force -- Sales force compensation -- Sales force expenses and transportation -- Leadership of a sales force -- Sales planning -- Estimating market potential and forecasting sales -- Sales territories -- Evaluating sales performance -- Analysis of sales volume -- Marketing cost and profitability analysis -- Evaluating a salesperson's performance -- Ethical and legal responsibilities of sales managers |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Sales management |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Administración de ventas |
| ADDED ENTRY--PERSONAL NAME | |
| Personal name | Stanton, William J |
| ADDED ENTRY--PERSONAL NAME | |
| Personal name | Rich, Gregory A |
| ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Library of Congress Classification |
| Koha item type | Books |
| Permanent Location | Current Location | Date acquired | Full call number | Accession Number | Koha item type |
|---|---|---|---|---|---|
| Spec. Study Centre Immigration, Gwagwalada, Abuja | Spec. Study Centre Immigration, Gwagwalada, Abuja | 10/04/2023 | HF5438.4 .S78 2003 | 0185789 | Books |