| 000 | 02478nam a2200349Ia 4500 | ||
|---|---|---|---|
| 001 | 1380 | ||
| 008 | 230305s2014 xx 000 0 und d | ||
| 020 | _a9781292023458 | ||
| 040 | _cTBS | ||
| 041 | _aeng | ||
| 043 | _aen_UK | ||
| 050 |
_aHF5438.4 _b.T36 |
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| 245 | 0 |
_aSales management _b: shaping future sales leaders _c/ John F. Tanner, Earl D. Honeycutt, Robert Erffmeyer. |
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| 250 |
_a1st ed., _bNew international edition |
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| 260 |
_aHarlow, England : _bPearson Education, _c2014. |
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| 300 | _a453 pages : illustrations (chiefly color) ; 28 cm. | ||
| 504 | _aIncludes bibliographical references and indexes. | ||
| 505 | _aIntroduction to sales management -- The sales function and multi-sales channels -- Leadership and the sales executive -- Ethics, the law, and sales leadership -- Business-to-business (b2b) sales and customer relationship management -- Leveraging information technologies -- Designing and organizing the sales force -- Recruiting and selecting the right salespeople -- Training and developing the sales force -- Supervising, managing, and leading salespeople individually and in teams -- Setting goals and managing the sales force’s performance -- Motivating and rewarding salespeople -- Turning customer information into knowledge -- Assessing the performance of the sales force and the people who comprise it -- Internal and external cultural forces that affect a firm’s sales performance -- Cases -- Index | ||
| 520 | _aFor courses in sales management. Sales Management, 1st edition, 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 | _aBibliography from B1 Sales effective methods and behaviours | ||
| 590 | _bBR B1 Sales: effective methods and behaviours ; | ||
| 650 | 0 |
_aSales management _9291 |
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| 650 | 0 |
_aSelling _9359 |
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| 650 | 0 |
_aSales management _xCase studies _923124 |
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| 650 | 0 |
_aSelling _xCase studies _923125 |
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| 653 | _aBibliography B1 Sales effective methods and behaviours | ||
| 700 |
_aErffmeyer, Robert C. _eauthor |
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| 700 |
_aTanner, John F. Jr _eauthor _97072 |
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| 700 |
_aHoneycutt, Earl D. _eauthor |
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| 856 |
_uhttps://search-ebscohost-com.hub.tbs-education.fr/login.aspx?direct=true&AuthType=sso&db=nlebk&AN=1418203&site=ehost-live&scope=site&custid=s7247265&ebv=EB&ppid=pp_Cover _yEbook vailable online |
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| 942 | _2lcc | ||
| 999 |
_c1387 _d1387 |
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