000			02850cam a22004091i 4500
999			_c10338 _d10338
001			4985753
005			20180724101819.0
008			130819s2014 enka 001|0|eng|d
015			_aGBB5D0853 _2bnb
020			_a9781292023458 (paperback) : _c£55.99
020			_a1292023457 (paperback) : _c£55.99
035			_a(Uk)016492528
035			_a3527294
040			_aStDuBDS _beng _cStDuBDS _erda
042			_aukblsr
082	0	4	_a658.81 _223 _bT.J.S
100	1		_aTanner, Jeff, _eauthor.
245	1	0	_aSales management : _bshaping future sales leaders / _cTanner, Honeycutt, Erffmeyer.
250			_aFirst edition.
250			_aPearson new international edition.
264		1	_aHarlow, Essex : _bPearson, _c[2014]
264		4	_c©2014
300			_aii, 452 pages : _billustrations (colour) ; _c28 cm.
336			_atext _2rdacontent
336			_astill image _2rdacontent
337			_aunmediated _2rdamedia
338			_avolume _2rdacarrier
490	0		_aPearson custom library
500			_aIncludes index.
500			_abusiness bookfair2016
505	8		_aPart One - Strategic PlanningChapter 1: Introduction to Sales Management Chapter 2: The Sales Function and Multi-Sales Channels Part Two - Sales LeadershipChapter 3: Leadership and the Sales Executive Chapter 4: Ethics, the Law, and Sales Leadership Part Three -Analyzing Customers and MarketsChapter 5: Business-to-Business (B2B) Sales and Customer Relationship ManagementChapter 6: Leveraging Information Technologies Part Four - Designing and Developing the Sales ForceChapter 7: Designing and Organizing the Sales ForceChapter 8: Recruiting and Selecting the Right Salespeople Chapter 9: Training and Developing the Sales Force Part Five - Process ManagementChapter 10: Supervising, Managing, and Leading Salespeople Individually and in TeamsChapter 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 ItChapter 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			_aFor 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.
650		0	_aSales management.
700	1		_aHoneycutt, Earl D., _eauthor.
700	1		_aErffmeyer, Robert, _eauthor.
942			_2ddc _cBK