000			03122cam a2200409 a 4500
001			6821
003			BD-DhEWU
005			20181212100613.0
008			080908s2009 ii a g b 001 0 eng d
010			_a 2008039596
020			_a9780132324120
020			_a0132324121
035			_a(OCoLC)213835319
040			_aDLC _cDLC _dYDXCP _dDLC _dBD-DhEWU _beng
041			_aeng
050	0	0	_aHF5438.4 _b.T36 2009
082	0	4	_a658.81 _bTAS 2009
100	1		_aTanner, John F. _995
245	1	0	_aSales management : _bshaping future sales leaders / _cJohn F. Tanner, Jr., Earl D. Honeycutt, Jr., Robert C. Erffmeyer.
260			_aUpper Saddle River, NJ; _aNew Delhi : _bPearson Prentice Hall; _bPearson Education, _cc2009.
300			_axxv, 434 p. : _bill. (chiefly col.) ; _c27 cm.
504			_aIncludes bibliographical references and indexes.
505			_tTOC _a Part One -- Strategic Planning Chapter 1: Introduction to Sales Management Chapter 2: The Sales Function and Multi-Sales Channels Part Two -- Sales Leadership Chapter 3: Leadership and the Sales Executive Chapter 4: Ethics, the Law, and Sales Leadership Part Three --Analyzing Customers and Markets Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management Chapter 6: Leveraging Information Technologies Part Four -- Designing and Developing the Sales Force Chapter 7: Designing and Organizing the Sales Force Chapter 8: Recruiting and Selecting the Right Salespeople Chapter 9: Training and Developing the Sales Force Part Five -- Process Management Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams Chapter 11: Setting Goals and Managing the Sales Force's Performance Chapter 12: Motivating and Rewarding Salespeople Part Six -- Measurement, Analysis, and Knowledge Management Chapter 13: Turning Customer Information into Knowledge Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It Chapter 15: Internal and External Cultural Forces That Affect a Firm's Sales Performance Part Seven - Cases---there are 12 cases total. The exact order of cases and exact titles is still being determined---sample title: Case 1 Wellco Distributors: Considering a Diversity Program
520			_aSummary: For courses in sales management. Sales Management, 1/e is the only book on the market that prepares students to become effective sales managers in today's hyper-competitive, global economy--by integrating current technology, research, and strategic thinking activities.
526			_aBA
590			_aSagar Shahanawaz
650		0	_aSales management. _911764
650		0	_aSelling. _911765
650		0	_aSales management _vCase studies. _911766
650		0	_aSelling _vCase studies. _911767
700	1		_aHoneycutt, Earl D. _993
700	1		_aErffmeyer, Robert. _994
856	4	2	_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip0827/2008039596.html
856	4	2	_3WorldCat details _uhttps://www.worldcat.org/title/sales-management-shaping-future-sales-leaders/oclc/213835319&referer=brief_results
942			_2ddc _cTEXT _02
999			_c6821 _d6821
999			_c6821 _d6821