Churchill/Ford/Walker's sales force management / (Record no. 93717)

MARC details
000 -LEADER
fixed length control field 01931nam a2200301 a 4500
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 100813s2010 000 0 eng d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780073404851 .
Terms of availability £108.99
Qualifying information hardback
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 12 - VARYING FORM OF TITLE
Title proper/short title Sales force management
250 ## - EDITION STATEMENT
Edition statement 10th ed.
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. Boston :
Name of publisher, distributor, etc. McGraw-Hill Irwin,
Date of publication, distribution, etc. [2010]
300 ## - PHYSICAL DESCRIPTION
Extent xx, 524 p. :
Other physical details ill., charts ;
Dimensions 26 cm
490 0# - SERIES STATEMENT
Series statement Mcgraw-Hill/Irwin series in marketing
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes bibliographical references and indexes
520 ## - SUMMARY, ETC.
Summary, etc. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text - from which instructors love to teach - remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers' activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 10th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Sales management
9 (RLIN) 12310
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Sales & marketing management
Source of heading or term thema
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Churchill, Gilbert A.
9 (RLIN) 21859
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Ford, Neil M.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Marshall, Greg W.
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Walker, Orville C.
830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE
Uniform title Mcgraw-Hill/Irwin series in marketing
9 (RLIN) 16647
902 ## - LOCAL DATA ELEMENT B, LDB (RLIN)
a 170103
907 ## - LOCAL DATA ELEMENT G, LDG (RLIN)
a .b11439105
b m
c -
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Suppress in OPAC 0
998 ## - LOCAL CONTROL INFORMATION (RLIN)
Operator's initials, OID (RLIN) 0
Cataloger's initials, CIN (RLIN) 101004
First Date, FD (RLIN) m
Local a
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Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Home library Current library Shelving location Date acquired Cost, normal purchase price Total Checkouts Total Renewals Full call number Barcode Date last seen Date last checked out Cost, replacement price Price effective from Koha item type
Not Withdrawn Not Lost Dewey Decimal Classification Not Damaged Available for Loan ATU Dublin Road ATU Dublin Road General Shelves 04/10/2010 116.52 12 12 658.81 JOH G114410 14/12/2019 18/05/2018 116.52 05/04/2017 General