Churchill/Ford/Walker's Sales Force Management / (Record no. 13467)

MARC details
000 -LEADER
fixed length control field 01916cam a22003498a 4500
001 - CONTROL NUMBER
control field 16033426
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20091223124337.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 091223s2009 nyu |r 001 0 eng
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER
LC control number 2009052725
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780071288057
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0071288058
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 658.81
Edition number 22
Item number JOH
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Johnston, Mark W.
9 (RLIN) 11702
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 9th ed.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc New York, NY :
Name of publisher, distributor, etc McGraw-Hill Companies, 2009
Date of publication, distribution, etc 2009
263 ## - PROJECTED PUBLICATION DATE
Projected publication date 1002
300 ## - PHYSICAL DESCRIPTION
Extent 524p.:
Other physical details ill.;
Dimensions 25 cm.
490 ## - Series Statement
Series statement McGraw-Hill/Irwin Series in Marketing
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc Includes bibliographical references 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) 11703
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Churchill, Gilbert A.
9 (RLIN) 11704
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Ford, Neil M.
9 (RLIN) 11705
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Walker, Orville C.
9 (RLIN) 11706
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Marshall, Greg W.
9 (RLIN) 11707
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Dewey Decimal Classification
Item type Book - Borrowing
Holdings
Withdrawn status Item status Source of classification or shelving scheme Damaged status Not for loan Vendor Home library Current library Shelving location Date acquired Source of acquisition Cost, normal purchase price Serial Enumeration / chronology Total Checkouts Full call number Barcode Date last seen Date last borrowed Koha item type
    Dewey Decimal Classification     Alahram Central Library Central Library First floor 23/02/2010   289.50 300 3 658.81 JOH 000019702 15/07/2025 22/12/2019 Book - Borrowing

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