Sales management demystified : (Record no. 5290)

MARC details
000 -LEADER
fixed length control field 01608cam a2200205 a 4500
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
ISBN 0071486542 (pbk. : alk. paper)
040 ## - CATALOGING SOURCE
Original cataloging agency MUL
Language of cataloging eng.
Description conventions AACR
082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.81 CAL
100 1# - MAIN ENTRY--AUTHOR NAME
Personal name Calvin, Robert J.
245 10 - TITLE STATEMENT
Title Sales management demystified :
Sub Title a self-teaching guide /
Statement of responsibility, etc Robert J. Calvin.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication New York :
Name of publisher McGraw-Hill,
Year of publication c2007.
300 ## - PHYSICAL DESCRIPTION
Number of Pages xiii, 400 p. :
Other physical details ill. ;
Dimensions 23 cm.
500 ## - GENERAL NOTE
General note Includes index.
505 0# - Formatted Contents
Formatted contents note Creating the sales force -- People, process, technology, performance -- Hiring the best, terminating the rest -- Job description, candidate profile and sourcing -- Screening and selecting -- Training for results -- Product, competitor and customer knowledge -- Selling skills -- Field coaching and sales meetings -- Sales force compensation -- Total sales force compensation -- Between fixed and performance pay -- Salary, commission and bonus plans. reimbursed expenses -- Sales force organization -- Channel choice and architecture -- Sizing and deployment -- Time and territory management -- Goal setting -- Sales forecasting and sales planning -- Motivating sales people -- Recognition, feeling important, challenge and achievement, freedom and authority -- Personal growth, esteem, belonging, leadership, sales contests -- Performance management -- Performance evaluations -- Final thoughts.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical Term Sales management.
856 41 - ELECTRONIC LOCATION AND ACCESS
Uniform Resource Identifier http://www.loc.gov/catdir/toc/ecip076/2006038612.html
856 42 - ELECTRONIC LOCATION AND ACCESS
Uniform Resource Identifier http://www.loc.gov/catdir/enhancements/fy0703/2006038612-b.html
856 42 - ELECTRONIC LOCATION AND ACCESS
Uniform Resource Identifier http://www.loc.gov/catdir/enhancements/fy0703/2006038612-d.html
942 ## - ADDED ENTRY ELEMENTS
Item type Book
Holdings
Withdrawn status Lost status Damaged status Not for loan Permanent Location Current Location Date acquired Source of acquisition Full call number Accession Number Copy number Price effective from Koha item type
        Mzumbe University Main Campus Library Mzumbe University Main Campus Library 11/03/2010 TBST 658.81 CAL 0066132 1 12/01/2022 Book
        Mzumbe University Main Campus Library Mzumbe University Main Campus Library 05/06/2010 TZ book Supp. 658.81 CAL 0063535 2 12/06/2022 Book
        Mzumbe University Main Campus Library Mzumbe University Main Campus Library 11/03/2010 TBST 658.81 CAL 0026331 3 12/01/2022 Book

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