Professional Sales Management (Record no. 38994)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01666nam a2200217 a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780071125253 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0071125256 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Item number | AND |
| 100 ## - MAIN ENTRY--AUTHOR NAME | |
| Personal name | Anderson, Rolph E. |
| 245 ## - TITLE STATEMENT | |
| Title | Professional Sales Management |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 2nd edition |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | New York : |
| Name of publisher | McGraw-Hill, |
| Year of publication | ©1992. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | xviii, 653 pages : |
| Other physical details | illustrations ; |
| 490 ## - SERIES STATEMENT | |
| Series statement | McGraw-Hill series in marketing. |
| 500 ## - GENERAL NOTE | |
| General note | Includes index |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 1. Professional Sales Management --<br/>2. Personal Selling --<br/>Integrated Case: Overview of Personal Selling and Sales Management at CHEMCO --<br/>3. Sales Planning and Budgeting --<br/>4. Estimating Market Potential and Forecasting Sales --<br/>5. Organizing the Sales Force --<br/>Integrated Case: Planning and Organizing the CHEMCO Sales Force --<br/>6. Recruiting the Sales Force --<br/>7. Selecting the Sales Force --<br/>8. Training the Sales Force --<br/>Integrated Case: Developing the Sales Force at CHEMCO --<br/>9. Sales Force Performance: An Overview --<br/>10. Time and Territory Management --<br/>11. Sales Quotas --<br/>12. Compensation --<br/>13. Motivating the Sales Force --<br/>14. Leading the Sales Force --<br/>Integrated Case: Directing the Sales Force at CHEMCO: A Turnover Problem --<br/>15. Analysis of Sales, Costs, and Profitability --<br/>16. Measuring and Evaluating Sales Force Performance --<br/>Integrated Case: Controlling and Evaluating the Sales Force at CHEMCO --<br/>17. Ethics, Social Responsibility, and the Legal Environment --<br/>Appendix A. The Personal Selling Process --<br/>Appendix B. Starting Your Career in Sales. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Sales management. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Bush, Alan J. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Hair, Joseph F. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Lending Books |
| Collection code | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Full call number | Accession Number | Koha item type |
|---|---|---|---|---|---|---|---|---|---|
| Reference | Main Library | Main Library | Stacks | 12/03/2005 | Purchased | 1897.50 | 658.81 AND | 009449 | Lending Books |