Sales force management : (Record no. 1481)

MARC details
000 -LEADER
fixed length control field 01891nam a22002537a 4500
003 - CONTROL NUMBER IDENTIFIER
control field OSt
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20220203022245.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 220203b ||||| |||| 00| 0 eng d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9781138282766 (Reprint)
040 ## - CATALOGING SOURCE
Language of cataloging English.
Transcribing agency CvSU-CCAT Campus Library.
Description conventions rda.
050 ## - LIBRARY OF CONGRESS CALL NUMBER
Classification number CIR HF 5438.4
Item number J64 2016
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Johnston, Mark W., author.
9 (RLIN) 3364
245 ## - TITLE STATEMENT
Title Sales force management :
Remainder of title leadership, innovation, technology /
Statement of responsibility, etc. Mark W. Johnston and Greg W. Marshall.
250 ## - EDITION STATEMENT
Edition statement Twelfth edition.
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. New York :
Name of publisher, distributor, etc. Taylor & Francis; Routledge,
Date of publication, distribution, etc. c2016.
300 ## - PHYSICAL DESCRIPTION
Extent xxviii, 465 pages ;
Dimensions 26 cm.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes bibliographical references and index.
505 ## - FORMATTED CONTENTS NOTE
Formatted contents note Chapter 1 : Introduction to sales management in the twenty-first century<br/>Part I : Formulation of a sales program<br/>Chapter 2 : The process of selling and buying<br/>Chapter 3 : Linking strategies and the sales role in the era of CRM and data analysis<br/>Chapter 4 : Organizing the sales effort<br/>Chapter 5 : The strategic role of information in sales management<br/>Part II : Implementation of the sales program<br/>Chapter 6 : Sales performance : behavior, role perceptions, and satisfaction<br/>Chapter 7 : Salesperson performance : motivating the sales force<br/>Chapter 8 : Personal characteristics and sales aptitude : criteria for selecting salespeople<br/>Chapter 9 : Sales force recruitment and selection<br/>Chapter 10 : Sales training : objectives, techniques, and evaluation<br/>Chapter 11 : Salesperson compensation and incentives<br/>Part III : Evaluation and control of the sales program<br/>Chapter 12 : Cost analysis<br/>Chapter 13 : Evaluating salesperson performance<br/><br/>
546 ## - LANGUAGE NOTE
Language note In English text.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Sales management.
9 (RLIN) 1533
700 ## - ADDED ENTRY--PERSONAL NAME
Personal name Marshall, Greg W., author.
9 (RLIN) 3363
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Library of Congress Classification
Koha item type Book
Classification part HF 5438.4 J64 2016
Call number prefix CIR
Holdings
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 Coded location qualifier Cost, normal purchase price Total Checkouts Full call number Barcode Date last seen Copy number Price effective from Koha item type
    Library of Congress Classification     Book Cavite State University - CCAT Campus Cavite State University - CCAT Campus GCS 10/18/2021 Purchased GCS 788.00   CIR HF 5438.4 J64 2016 R0012615 10/15/2025 c.1 02/03/2022 Book
    Library of Congress Classification     Book Cavite State University - CCAT Campus Cavite State University - CCAT Campus GCS 10/18/2021 Purchased GCS 788.00   CIR HF 5438.4 J64 2016 R0012616 10/15/2025 c.2 02/03/2022 Book
    Library of Congress Classification     Book Cavite State University - CCAT Campus Cavite State University - CCAT Campus GCS 10/18/2021 Purchased GCS 788.00   CIR HF 5438.4 J64 2016 R0012617 10/15/2025 c.3 02/03/2022 Book
    Library of Congress Classification     Book Cavite State University - CCAT Campus Cavite State University - CCAT Campus GCS 10/18/2021 Purchased GCS 788.00   CIR HF 5438.4 J64 2016 R0012618 10/15/2025 c.4 02/03/2022 Book