| 000 -LEADER |
|---|
| fixed length control field |
03040nam a22003617a 4500 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20251219084540.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
251218r20102012si a|||er|||| 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9789814319164 [newsprint] |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
University of Cebu-Banilad |
| Transcribing agency |
University of Cebu-Banilad |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Hair, Joseph F., |
| Relator term |
author. |
| 245 ## - TITLE STATEMENT |
|---|
| Title |
Sales management / |
| Statement of responsibility, etc |
Joseph F. Hair, Rolph E. Anderson, Rajiv Mehta, and Barry J. Babin. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
Philippine edition. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Singapore : |
| Name of publisher, distributor, etc |
Cengage Learning, |
| Date of publication, distribution, etc |
c2010. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
404 pages : |
| Other physical details |
illustrations (black and white) ; |
| Dimensions |
23 cm. |
| 336 ## - CONTENT TYPE |
|---|
| Source |
rdacontent |
| Content type term |
text |
| 337 ## - MEDIA TYPE |
|---|
| Source |
rdamedia |
| Media type term |
unmediated |
| 338 ## - CARRIER TYPE |
|---|
| Source |
rdacarrier |
| Carrier type |
volume |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Part 1: Twenty-First Century sales force management -- Chapter 1: Introduction to sales management and its evolving rules -- Chapter 2: Managing ethics in a sales environment -- Chapter 3: Customer relationship management and building partnerships -- Part 2: Organizing and developing the sales force -- Chapter 5: Sales forecasting and budgeting -- Chapter 6: Sales force planning and organizing -- Chapter 7: Recruting and selecting the sales force -- Chapter 8: Time and territory management -- Part 3: Managing and directing sales force efforts -- Chapter 9: Sales force compensation -- Chapter 10: Training the sales force -- Chapter 11: Sales force leadership -- 12: Sales force motivation -- Part 4: Controlling and evaluating sales force performance -- Chapter 13: Sales volume, costs, and profitability analysis -- Chapter 14: Sales force performance evaluation -- Index. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
"It is an exciting and challenging time to be—a sales manager! Sales managers and salespeople are facing more opportunities and challenges that at any time in the past. No jobs will be more important than sales of sales management in the effort to increase our global competitiveness. It's safe to say that successes of sales managers and sales people will affect not only their careers, but also the economic health of the United States. <br/><br/>Sales managers play pivotal, multifaceted roles in planning, organizing, managing, directing, and controlling the sales department of their organizations. They are virtually the only managers in the firm directly responsible for generating revenues and profits. Indeed, the sales manager's responsibility for managing the sales force and its interface with customers in possibly the most crucial of all functions in terms of determining the firm's success." --Preface |
| 521 ## - TARGET AUDIENCE NOTE |
|---|
| Target audience note |
Adult |
| 541 ## - IMMEDIATE SOURCE OF ACQUISITION NOTE |
|---|
| Source of acquisition |
Donation |
| Deans/Chairperson |
Biore, Christopher |
| Department |
College of Business and Accountancy |
| Subject Category |
Business / Management |
| 546 ## - LANGUAGE NOTE |
|---|
| Language note |
Text in English |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales management. |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Anderson, Rolph E., |
| Relator term |
author. |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Mehta, Rajiv, |
| Relator term |
author. |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Babin, Barry J., |
| Relator term |
author. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Type of record |
Book |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| Encoded by |
Janna [new] |
| Date encoded |
12/18/2025 |
