Sales management: analysis and decision making (Record no. 106)
[ view plain ]
| 000 -LEADER | |
|---|---|
| fixed length control field | 01381nam a22002417a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20200803103816.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 190902b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781138281097 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Item number | ING |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Ingram, Thomas N. |
| 245 ## - TITLE STATEMENT | |
| Title | Sales management: analysis and decision making |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 9th |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | Routledge |
| Place of publication, distribution, etc. | New York |
| Date of publication, distribution, etc. | 2015 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxiii, 378 p. |
| 365 ## - TRADE PRICE | |
| Price type code | INR |
| Price amount | 995.00 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Preface 1. Changing World of Sales Management Part I: Describing the Personal Selling Function 2. Overview of Personal Selling Part II: Defining the Strategic Role of the Sales Function 3. Organizational Strategies and the Sales Function 4. Sales Organization Structure and Salesforce Deployment Appendix 4. Developing Forecasts Part III: Developing the Salesforce 5. Acquiring Sales Talent: Recruitment and Selection 6. Continual Development of the Salesforce: Sales Training Part IV: Directing the Salesforce 7. Sales Leadership, Management, and Supervision 8. Motivation and Reward System Management Part V: Determining Salesforce Effectiveness and Performance 9. Evaluating the Effectiveness of the Organization 10. Evaluating the Performance of Salespeople |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | . |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Sales marketing |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Marketing |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Williams, Michael R. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Avila, Roman A. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Total Renewals | Full call number | Accession Number | Date last seen | Date checked out | Copy number | Cost, replacement price | Price effective from | Koha item type | Bill No | Bill Date |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Marketing | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 07/27/2019 | Bharat Book Distributors | 745.26 | 3 | 1 | 658.81 ING | 000639 | 08/02/2023 | 06/22/2023 | 3 | 995.00 | 09/02/2019 | Book | 19-20/7510 | 25-07-2019 | ||||
| Dewey Decimal Classification | Marketing | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 05/05/2019 | Gratis Book | 1 | 658.81 ING | 000146 | 02/28/2023 | 01/16/2023 | 1 | 995.00 | 09/05/2019 | Book | ||||||||
| Dewey Decimal Classification | Marketing | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 05/05/2019 | Gratis Book | 1 | 1 | 658.81 ING | 000147 | 08/10/2022 | 02/23/2022 | 2 | 995.00 | 09/05/2019 | Book |