University of Kabianga

Churchill/Ford/Walker's sales force management / (Record no. 2670)

MARC details
000 -LEADER
fixed length control field 01778cam a2200337 a 4500
001 - CONTROL NUMBER
control field 16033426
003 - CONTROL NUMBER IDENTIFIER
control field UoK
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20180911154746.0
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 9780073404851 (alk. paper)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0073404853 (alk. paper)
040 ## - CATALOGING SOURCE
Original cataloging agency DLC
Transcribing agency DLC
050 00 - LIBRARY OF CONGRESS CALL NUMBER
Classification number HF5438.4
Item number .C48 2011
082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.8/1
Edition number 22
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Johnston, Mark W.
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.
260 ## - PUBLICATION, DISTRIBUTION, ETC.
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. note 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 entry element Sales management.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Churchill, Gilbert A.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Ford, Neil M.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Walker, Orville C.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Marshall, Greg W.
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 Library of Congress Classification
Koha item type
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Home library Current library Shelving location Date acquired Total Checkouts Full call number Barcode Date last seen Price effective from Koha item type
    Library of Congress Classification     Main Campus Library Main Campus Library General Stacks 30/03/2016   HF 5438.4 .J64 2011 20094167 30/03/2016 30/03/2016 General Collection