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20171227.0 |
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050107s2006 ohua b 001 0 eng d |
| 020 |
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|a 0324321058 (pbk.)
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| 090 |
0 |
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|a HF5438.4
|b .I54 2006
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| 245 |
1 |
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|a Sales management :
|b analysis and decision making
|c Thomas N. Ingram ... [et al.]
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| 250 |
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|a 6th ed
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| 260 |
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|a Mason, Ohio :
|b Thomson/South-Western ,
|c c2006
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| 300 |
|
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|a xxii, 436 p. :
|b ill. ;
|c 28 cm.
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| 504 |
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|a Includes bibliographical references (p. 399-418) and index
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| 505 |
0 |
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|a 1. Changing world of sales management -- 2. Overview of personal selling -- 3. Organizational strategies and the sales function -- 4. Sales organization structure and salesforce deployment -- 5. Staffing the salesforce: recruitment and selection -- 6. Continual development of the salesforce: sales training -- 7. Sales leadership, management, and supervision -- 8. Motivation and reward system management -- 9. Evaluating the effectiveness of the organization -- 10. Evaluating the performance of salespeople
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| 650 |
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0 |
|a Sales management
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| 700 |
1 |
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|a Ingram, Thomas N. ,
|e author
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| 999 |
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|a 1000114911
|b Book
|c OPEN SHELF (30 DAYS)
|e Gong Badak Campus
|