Churchill/ Ford/ Walker's sales force management / (Record no. 7312)

MARC details
000 -LEADER
fixed length control field 02139cam a22003614a 4500
001 - CONTROL NUMBER
control field 13834430
003 - CONTROL NUMBER IDENTIFIER
control field OSt
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20211201113103.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 050107s2006 maua b 001 0 eng
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER
LC control number 2005041974
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780073529875
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0073529877
040 ## - CATALOGING SOURCE
Original cataloging agency BUL
Transcribing agency BUL
Modifying agency BUL
Language of cataloging eng
Description conventions rda
042 ## - AUTHENTICATION CODE
Authentication code pcc
082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.81
Edition number 22
Item number JOH
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Johnston, Mark W.
245 10 - TITLE STATEMENT
Title Churchill/ Ford/ Walker's sales force management /
Statement of responsibility, etc. Mark W. Johnston, Greg W. Marshall.
246 13 - VARYING FORM OF TITLE
Title proper/short title Sales force management
250 ## - EDITION STATEMENT
Edition statement 9th edition
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. Boston :
Name of publisher, distributor, etc. McGraw-Hill/Irwin,
Date of publication, distribution, etc. c2009.
300 ## - PHYSICAL DESCRIPTION
Extent xx, 524 p. :
Other physical details ill. ;
Dimensions 27 cm.
440 #0 - SERIES STATEMENT/ADDED ENTRY--TITLE
Title McGraw-Hill/Irwin series in marketing
500 ## - GENERAL NOTE
General note Contents:<br/>1. Introduction to sales management in the twenty-first century <br/><br/>Part one: Formulation of a sales program <br/>2. The process of selling and buying <br/>3. Linking strategies and the sales role in the era of customer relationship management <br/>4. Organizing the sales effort <br/>5. The strategic role of information in sales management<br/><br/>Part two: Implementation of the sales program <br/>6. Salesperson performance: Behavior, role perceptions, and satisfaction <br/>7. Salesperson performance: Motivating the sales forces <br/>8. Personal characteristics and sales aptitude: Criteria for selecting salespeople <br/>9. Sales force recruitment and selection<br/>10. Sales training: Objectives, techniques, and evaluation <br/>11. Salesperson compensation and incentives <br/><br/>Part three: Evaluation and control of the sales program<br/>12. Cost analysis <br/>13. Evaluating salesperson performance <br/><br/><br/>
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes bibliographical references and indexes.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Sales management.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Churchill, Gilbert A.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Ford, Neil M.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Walker, Orville C.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Marshall, Greg W.
856 42 - ELECTRONIC LOCATION AND ACCESS
Materials specified Publisher description
Uniform Resource Identifier <a href="http://www.loc.gov/catdir/enhancements/fy0623/2005041974-d.html">http://www.loc.gov/catdir/enhancements/fy0623/2005041974-d.html</a>
856 41 - ELECTRONIC LOCATION AND ACCESS
Materials specified Table of contents only
Uniform Resource Identifier <a href="http://www.loc.gov/catdir/enhancements/fy0623/2005041974-t.html">http://www.loc.gov/catdir/enhancements/fy0623/2005041974-t.html</a>
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Dewey Decimal Classification
Koha item type Book Open Access
Edition 9th. edition
Classification part 658.81
Item part 1
Call number prefix JOH
Call number suffix 658.81 JOH
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Home library Current library Date acquired Source of acquisition Total Checkouts Full call number Barcode Date last seen Copy number Price effective from Koha item type
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 1 0016149 11/03/2021 1 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 2 0016150 11/03/2021 2 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 3 0016151 11/03/2021 3 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 4 0016152 11/03/2021 4 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 5 0016153 11/03/2021 5 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 6 0016154 11/03/2021 6 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 7 0016155 11/03/2021 7 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 8 0016156 11/03/2021 8 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 9 0016157 11/03/2021 9 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 10 0016158 11/03/2021 10 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 11 0016159 11/03/2021 11 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 12 0016160 11/03/2021 12 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 13 0016161 11/03/2021 13 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 14 0016162 11/03/2021 14 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 15 0016163 11/03/2021 15 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 16 0016164 11/03/2021 16 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 17 0016165 11/03/2021 17 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 18 0016166 11/03/2021 18 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 11/03/2021 Donation   658.81 JOH 19 0016167 11/03/2021 19 11/03/2021 Book Open Access
    Dewey Decimal Classification     Management Sciences Library Management Sciences Library 12/01/2021 Donation   658.81 JOH 20 PALL21120024 12/01/2021 20 12/01/2021 Book Open Access