MARC Record from marc_columbia

LEADER: 02244cam a2200385 a 4500
001 5423614
005 20221110033820.0
008 040430t20042004njuab b 001 0 eng
010 $a 2004273175
015 $aGBA574664$2bnb
016 7 $a013286310$2Uk
019 $a54313784
020 $a047123060X (alk. paper)
035 $a(OCoLC)ocm55105709
035 $a(NNC)5423614
035 $a5423614
040 $aDLC$cDLC$dOCLCQ$dBAKER$dUKM$dOrLoB-B
050 00 $aHF5438.4$b.D34 2004
082 04 $a658.8/1$221
100 1 $aDalrymple, Douglas J.$0http://id.loc.gov/authorities/names/n79132516
245 10 $aSales management /$cDouglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo.
250 $a8th ed.
260 $aHoboken, NJ :$bWiley,$c[2004], ©2004.
300 $axix, 601 pages :$billustrations (some color), color maps ;$c27 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
504 $aIncludes bibliographical references (p. 565-581) and indexes.
505 00 $g1.$tIntroduction to Selling and Sales Management -- $g2.$tStrategy and Sales Program Planning -- $tSales Management Resource: Estimating Potentials and Forecasting Sales -- $tManagement Resource: Sales Force Investment and Budgeting -- $g3.$tSales Opportunity Management -- $g4.$tAccount Relationship Management -- $g5.$tCustomer Interaction Management -- $g6.$tSales Force Organization -- $tManagement Resource: Territory Design -- $g7.$tRecruiting and Selecting Personnel -- $g8.$tSales Training -- $g9.$tLeadership -- $g10.$tEthical Leadership -- $g11.$tMotivating Salespeople -- $g12.$tCompensating Salespeople -- $g13.$tEvaluating Performance.
650 0 $aSales management.$0http://id.loc.gov/authorities/subjects/sh85116729
650 0 $aSales management$vCase studies.$0http://id.loc.gov/authorities/subjects/sh2010111833
700 1 $aCron, William L.,$d1949-$0http://id.loc.gov/authorities/names/n82146052
700 1 $aDeCarlo, Thomas E.$0http://id.loc.gov/authorities/names/n2001095463
856 42 $3Publisher description$uhttp://www.loc.gov/catdir/description/wiley041/2004273175.html
856 41 $3Table of contents$uhttp://www.loc.gov/catdir/toc/wiley041/2004273175.html
852 00 $boff,bus$hHF5438.4$i.D34 2004