000			01953nam a2200289 a 4500
001			000014354
005			20160221095443.0
008			110725m20092003xxuad grfn 001 0 eng d
942			_c
020			_a9780073404851 _c(pasta dura)
020			_a0073404853 _c(pasta dura)
040			_aCO-BrUAC _bspa _cCO-BrUAC _dCO-BrUAC
041	0		_aeng
082	0	4	_a658.81 _bJ72b _221 ed.
100	1		_aJohnston, Mark W.
245	1	0	_aSales force management / _cMark W. Johnston, Greg W. Marshall.
250			_a10 ed.
260			_aNew York : _bMcGraw-Hill, _c2009.
300			_a480 p. : _bil., diagrs., tablas geneal., ejems., etc.
504			_aIncluye referencias bibliográficas, índice, etc.
505	0		_gCap. _g1. _tIntroduction to sales management in the twenty-first century -- _gPte. _g1. _tFormulation of a sales program -- _gCap. _g2. _tThe process of selling and buying -- _g3. _tLinking strategies and the sales role in the era of customer relationship management -- _g4. _tOrganizing the sales effort -- _g5. _tThe strategic role of information in sales management -- _gComprehensive cases for part one -- _gPte. _g2. _tImplementation of the sales program -- _gCap. _g6. _tSalesperson performance: behavior, role perceptions, and satisfaction -- _g7. _tSalesperson performance: motivationg the sales force -- _g8. _tPersonal characteristics and sales aptitude: criteria for selecting salespeople -- _g9. _tSales force recruitment and selection -- _g10. _tSales training: objectives, techniques, and evaluation -- _g11. _tSalesperson compensation and incentives -- _gComprehensive cases for part two -- _gPte. _g3. _tEvaluation and control of the sales program -- _gCap. _g12. _tcost analysis -- _g13. _tEvaluating salesperson performance -- _gComprehensive cases for part three
544	1		_aDisponible en la Colección General.
630	0	4	_aAdministración de Ventas
650	1	0	_aSales Management _xCases Studies
650	1	0	_aSales Management
700	1		_aMarshall, Greg W
999			_c14224 _d14224