000			03040nam a22003617a 4500
003			OSt
005			20251219084540.0
008			251218r20102012si a|||er|||| 001 0 eng d
020			_a9789814319164 [newsprint]
040			_aUniversity of Cebu-Banilad _cUniversity of Cebu-Banilad
100			_aHair, Joseph F., _eauthor.
245			_aSales management / _cJoseph F. Hair, Rolph E. Anderson, Rajiv Mehta, and Barry J. Babin.
250			_aPhilippine edition.
260			_aSingapore : _bCengage Learning, _cc2010.
300			_a404 pages : _billustrations (black and white) ; _c23 cm.
336			_2rdacontent _atext
337			_2rdamedia _aunmediated
338			_2rdacarrier _avolume
504			_aIncludes bibliographical references and index.
505	0		_aPart 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			_a"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. 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			_aAdult
541			_aDonation _xBiore, Christopher _yCollege of Business and Accountancy _zBusiness / Management
546			_aText in English
650			_aSales.
650			_aSales management.
700			_aAnderson, Rolph E., _eauthor.
700			_aMehta, Rajiv, _eauthor.
700			_aBabin, Barry J., _eauthor.
942			_2ddc _cBK
998			_cJanna [new] _d12/18/2025
999			_c14725 _d14725