|
|
|
|
| LEADER |
00000cam a2200000 7i4500 |
| 001 |
0000060340 |
| 005 |
20160927093000.0 |
| 008 |
090211s2010 nju eng |
| 020 |
|
|
|a 0470418893
|
| 020 |
|
|
|a 9780470418895
|
| 090 |
0 |
0 |
|a HF5438.4
|b .D355 2010
|
| 100 |
1 |
|
|a Cron, William L. ,
|e author
|
| 245 |
1 |
0 |
|a Sales management :
|b concepts and cases
|c William L. Cron, Thomas E. Decarlo
|
| 250 |
|
|
|a 10th ed
|
| 260 |
|
|
|a Hoboken, NJ :
|b John Wiley and Sons ,
|c c2010
|
| 300 |
|
|
|a xix, 345 p. :
|b ill. ;
|c 26 cm.
|
| 505 |
0 |
|
|a 1. Introduction to sales management -- 2. Sales force's strategic role -- 3. Territory management -- 4. Account management -- 5. The sales presentation -- 6. Sales force structure -- 7. Salesperson recruiting and selection -- 8. Sales force development -- 9. Leading a sales force -- 10. Ethics in sales management -- 11. Sales force motivation -- 12. Compensating the sales force -- 13. Salesperson performance evaluation
|
| 650 |
|
0 |
|a Sales management
|
| 650 |
|
0 |
|a Sales management
|v Case studies
|
| 700 |
1 |
|
|a Dalrymple, Douglas J. ,
|e author
|
| 700 |
1 |
|
|a DeCarlo, Thomas E. ,
|e author
|
| 999 |
|
|
|a 1000123217
|b Book
|c OPEN SHELF (30 DAYS)
|e Gong Badak Campus
|
| 999 |
|
|
|a 1000123531
|b Book
|c OPEN SHELF (30 DAYS)
|e Gong Badak Campus
|