Churchill/Ford/Walker's sales force management / (Record no. 2789)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01832cam a2200337 a 4500 |
| 001 - CONTROL NUMBER | |
| control field | 16033426 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20170822174722.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 091223s2010 nyua b 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 2009052725 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780071220910 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0071220917 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | DLC |
| Transcribing agency | DLC |
| Modifying agency | BSU |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.4 |
| Item number | .C48 2011 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8 JOH |
| Edition number | 22 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Johnston, Mark W. |
| 9 (RLIN) | 5637 |
| 245 10 - TITLE STATEMENT | |
| Title | Churchill/Ford/Walker's sales force management / |
| Statement of responsibility, etc | Mark W. Johnston, Greg W. Marshall. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 10th ed. |
| Remainder of edition statement | International edition. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc | New York, NY : |
| Name of publisher, distributor, etc | McGraw-Hill Companies, |
| Date of publication, distribution, etc | c2011. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xvi, 480 p. : |
| Other physical details | ill. ; |
| Dimensions | 27 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc | Includes bibliographical references (p. 449-465) and indexes. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Introduction to sales management in the twenty-first century -- The process of selling and buying -- Linking strategies and the sales role in the era of customer relationship management -- Organizing the sales effort -- The strategic role of information in sales management -- Salesperson performance : behavior, role perceptions, and satisfaction -- Salesperson performance : motivating the sales force -- Personal characteristics and sales aptitude : criteria for selecting salespeople -- Sales force recruitment and selection -- Sales training : objectives, techniques, and evaluation -- Salesperson compensation and incentives -- Cost analysis -- Evaluating salesperson performance. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Sales management. |
| 9 (RLIN) | 5638 |
| 658 ## - INDEX TERM--CURRICULUM OBJECTIVE | |
| Main curriculum objective | Management. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Churchill, Gilbert A. |
| 9 (RLIN) | 4203 |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Ford, Neil M. |
| 9 (RLIN) | 5639 |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Walker, Orville C. |
| 9 (RLIN) | 1895 |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Marshall, Greg W. |
| 9 (RLIN) | 5640 |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) | |
| a | 7 |
| b | cbc |
| c | orignew |
| d | 1 |
| e | ecip |
| f | 20 |
| g | y-gencatlg |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | |
| Item type | Reserved Books |
| 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 | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Main Library | Main Library | Reserve | 25/03/2012 | Purchased. | 658.8 JOH | 22944 | 25/03/2013 | 25/03/2013 | Reserved Books |