Effective Sales Management : (Record no. 70664)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 03744nam a22004333i 4500 |
| 001 - CONTROL NUMBER | |
| control field | EBC3116984 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | MiAaPQ |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20240729124626.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS | |
| fixed length control field | m o d | |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION | |
| fixed length control field | cr cnu|||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 240724s1990 xx o ||||0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781560520313 |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 9781560520313 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (MiAaPQ)EBC3116984 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (Au-PeEL)EBL3116984 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (CaPaEBR)ebr10058902 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)922967138 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | MiAaPQ |
| Language of cataloging | eng |
| Description conventions | rda |
| -- | pn |
| Transcribing agency | MiAaPQ |
| Modifying agency | MiAaPQ |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.4.J64 1990 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Johnson, Tom. |
| 245 10 - TITLE STATEMENT | |
| Title | Effective Sales Management : |
| Remainder of title | How to Build a Winning Sales Team. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 1st ed. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Place of production, publication, distribution, manufacture | Menlo Park : |
| Name of producer, publisher, distributor, manufacturer | Course Technology Crisp, |
| Date of production, publication, distribution, manufacture, or copyright notice | 1990. |
| 264 #4 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Date of production, publication, distribution, manufacture, or copyright notice | ©1990. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 1 online resource (94 pages) |
| 336 ## - CONTENT TYPE | |
| Content type term | text |
| Content type code | txt |
| Source | rdacontent |
| 337 ## - MEDIA TYPE | |
| Media type term | computer |
| Media type code | c |
| Source | rdamedia |
| 338 ## - CARRIER TYPE | |
| Carrier type term | online resource |
| Carrier type code | cr |
| Source | rdacarrier |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | TITLE -- COPYRIGHT -- ABOUT THE AUTHOR -- ABOUT THE SERIES -- TABLE OF CONTENTS -- SECTION I What Sales Management Is All About -- SETTING YOUR OBJECTIVES -- TEN QUALITIES OF A WINNING SALES MANAGER -- SELF-TEST: BECOMING A SALES MANAGER -- WHAT SUCCESSFUL SALES MANAGERS DO -- WHAT SUCCESSFUL SALES MANAGERS DON'T DO -- TIME MANAGEMENT -- AM I RIGHT FOR SALES MANAGEMENT? -- SELF-ASSESSMENT: SALES MANAGEMENT SKILLS -- SECTION II Recruiting -- BEGINNING YOUR SEARCH -- SELECTING YOUR SALES TEAM: EXERCISE -- CONDUCTING THE INTERVIEW -- EVALUATING CANDIDATES -- HIRING AND THE LAW -- MAKING THE HIRING DECISION -- MAKING THE OFFER -- CASE STUDY #1 THE TURNOVER DILEMMA -- CHECKING REFERENCES -- SECTION III Training -- GETTING OFF TO A GOOD START -- PUTTING YOUR TRAINING PLAN TOGETHER -- KEYS TO TRAINING SALESPEOPLE -- A TWO DAY TRAINING PROGRAM -- EXERCISE: TRAINING SALESPEOPLE -- RATE YOURSELF AS A SALES TRAINER -- TRAINING NEVER ENDS -- SECTION IV Motivating and Managing Salespeople -- POSITIVE MOTIVATION -- SET A GOOD EXAMPLE -- CONCENTRATE ON PRODUCTIVITY -- PROSPECTING -- CLOSING -- HOW TO SUSTAIN HIGH PERFORMANCE -- SALES MANAGER'S TROUBLESHOOTING GUIDE -- SELF ASSESSMENT -- FOSTERING A HIGH PRODUCTIVITY ENVIRONMENT -- QUOTAS AND INCENTIVES-1 -- QUOTAS AND INCENTIVES-2 -- SECTION V Evaluating Your Sales Team -- COMMUNICATION -- HOW TO CONDUCT A PERFORMANCE APPRAISAL -- A PERFORMANCE APPRAISAL CHECK LIST FOR MANAGERS -- I PERSONAL PREPARATION -- II CONDUCTING THE APPRAISAL DISCUSSION -- III CLOSING THE DISCUSSION -- IV POST-APPRAISAL FOLLOW UP -- FOLLOWING UP-THREE SUGGESTIONS -- TWO KEYS TO SUPERIOR PERFORMANCE -- RECOGNIZING AND ADDRESSING PROBLEMS -- COMPENSATION GUIDELINES -- Cash -- Non cash -- Incentives -- Rewarding Veterans-a Special Case -- CORRECTING/ADJUSTING COMPENSATION -- Mistakes: -- TERMINATIONS -- SECTION VI Some Final Thoughts. |
| 505 8# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | SOME FINAL THOUGHTS -- MOVING FROM SUCCEED TO EXCEL -- YOUR ATTITUDE CAN MOVE YOU TO GREATNESS -- VOICE OF EXPERIENCE -- REWARDS FOR TOP ACHIEVERS -- SELF-ASSESSMENT: -- DEVELOP A PERSONAL ACTION PLAN -- GROWING AS A SALES MANAGER -- THE PERFECT SALES MANAGER. |
| 588 ## - SOURCE OF DESCRIPTION NOTE | |
| Source of description note | Description based on publisher supplied metadata and other sources. |
| 590 ## - LOCAL NOTE (RLIN) | |
| Local note | Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Sales management. |
| 655 #4 - INDEX TERM--GENRE/FORM | |
| Genre/form data or focus term | Electronic books. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Crisp, Michael. |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY | |
| Relationship information | Print version: |
| Main entry heading | Johnson, Tom |
| Title | Effective Sales Management |
| Place, publisher, and date of publication | Menlo Park : Course Technology Crisp,c1990 |
| International Standard Book Number | 9781560520313 |
| 797 2# - LOCAL ADDED ENTRY--CORPORATE NAME (RLIN) | |
| Corporate name or jurisdiction name as entry element | ProQuest (Firm) |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://ebookcentral.proquest.com/lib/orpp/detail.action?docID=3116984">https://ebookcentral.proquest.com/lib/orpp/detail.action?docID=3116984</a> |
| Public note | Click to View |
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