Imagen de Amazon.com
Portada de Syndetics
Imagen de OpenLibrary
Churchill/Ford/Walker's sales force management Mark W. Johnston, Greg W. Marshall.
Series McGraw-Hill/ Irwin series in marketingDetalles de publicación: Boston McGraw-Hill/Irwin 2003.Edición: 7th edDescripción: xx, 603 p. ill. 27 cm. 1 CD-ROM (4 3/4 in.)ISBN:- 0072466480 (alk. paper)
- 0071151591 (international : alk. paper)
- 0072466537 (disc)
- 0072826347 (set)
- Sales force management [Otro título]
- 658.8/101 21
- HF5438.4 .C48 2003
| Imagen de cubierta | Tipo de ítem | Biblioteca actual | Biblioteca de origen | Colección | Ubicación en estantería | Signatura topográfica | Materiales especificados | Info Vol | URL | Copia número | Estado | Notas | Fecha de vencimiento | Código de barras | Reserva de ítems | Prioridad de la cola de reserva de ejemplar | Reservas para cursos | |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Libro | Biblioteca Encarnación Valdés Colección General bev | 658.8 C5631j7 (Navegar estantería(Abre debajo)) | Disponible | 80000002206772 | ||||||||||||||
| Disco | Biblioteca Encarnación Valdés Colección General bev | 658.8 C5631j7 (Navegar estantería(Abre debajo)) | Disponible | 80000002206764 |
Total de reservas: 0
Descripciones mejoradas de Syndetics:
This research/theory-based title blends the theoretical foundations of sales management with current industry examples and applications. It has been revised to feature a tighter focus on technology, leadership, and innovation, with updated coverage of CRM, sales management information systems, and database selling.
ESTE LIBRO INCLUYE UN DISCO
Previously published: 6th ed. under title: Sales force management / Gilbert A. Churchill.
Includes bibliographical references (p. 563-582) and index.
System requirements for accompanying CD-ROM: IBM PC or compatible PC with Pentium 90 MHz processor; Microsoft Windows 98/2000/ME/XP/NT 4.0.
Tabla de contenidos provista por Syndetics
- Chapter 1 Introduction to Sales Management in the Twenty-First Century Part One: Formulation of the Sales Program
- Chapter 2 The Process of Buying and Selling
- Chapter 3 Linking Strategies and the Sales Role in the Era of Customer Relationship Management
- Chapter 4 Organizing the Sales Effort
- Chapter 5 The Strategic Role of Information in Sales Management Part Two: Implementation of the Sales Program
- Chapter 6 Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
- Chapter 7 Salesperson Performance: Motivating the Sales Force
- Chapter 8 Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
- Chapter 9 Sales Force Recruitment and Selection
- Chapter 10 Sales Training: Objectives, Techniques, and Evaluation
- Chapter 11 Designing Compensation and Incentive Programs Part Three: Evaluation and Control of the Sales Program
- Chapter 12 Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands
- Chapter 13 Behavior and Other Performance Analyses