Sales force management:
Gespeichert in:
| Format: | Buch |
|---|---|
| Sprache: | English |
| Veröffentlicht: |
Boston [u.a.]
Irwin/McGraw-Hill
2000
|
| Ausgabe: | 6. ed. |
| Schriftenreihe: | The Irwin McGraw-Hill series in marketing
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XXIV, 727 S. graph. Darst. 1 CD-ROM (12 cm) |
| ISBN: | 0070275556 |
Internformat
MARC
| LEADER | 00000nam a2200000 c 4500 | ||
|---|---|---|---|
| 001 | BV013776596 | ||
| 003 | DE-604 | ||
| 005 | 20011116 | ||
| 007 | t | ||
| 008 | 010619s2000 d||| |||| 00||| eng d | ||
| 020 | |a 0070275556 |9 0-07-027555-6 | ||
| 035 | |a (OCoLC)41211288 | ||
| 035 | |a (DE-599)BVBBV013776596 | ||
| 040 | |a DE-604 |b ger |e rakwb | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-703 |a DE-188 | ||
| 050 | 0 | |a HF5438.4 | |
| 082 | 0 | |a 658.8/101 |2 21 | |
| 084 | |a QP 621 |0 (DE-625)141912: |2 rvk | ||
| 245 | 1 | 0 | |a Sales force management |c Gilbert A. Churchill ... |
| 250 | |a 6. ed. | ||
| 264 | 1 | |a Boston [u.a.] |b Irwin/McGraw-Hill |c 2000 | |
| 300 | |a XXIV, 727 S. |b graph. Darst. |e 1 CD-ROM (12 cm) | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 490 | 0 | |a The Irwin McGraw-Hill series in marketing | |
| 650 | 7 | |a Verkooporganisatie |2 gtt | |
| 650 | 7 | |a Verkooptechnieken |2 gtt | |
| 650 | 4 | |a Sales management | |
| 650 | 0 | 7 | |a Vertriebsorganisation |0 (DE-588)4078869-6 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Personalpolitik |0 (DE-588)4045269-4 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Strategisches Management |0 (DE-588)4124261-0 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Außendienst |0 (DE-588)4003828-2 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Management |0 (DE-588)4037278-9 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Vertrieb |0 (DE-588)4127117-8 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Sales-promotion |0 (DE-588)4076968-9 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Marketingmanagement |0 (DE-588)4168907-0 |2 gnd |9 rswk-swf |
| 655 | 7 | |8 1\p |0 (DE-588)4123623-3 |a Lehrbuch |2 gnd-content | |
| 689 | 0 | 0 | |a Sales-promotion |0 (DE-588)4076968-9 |D s |
| 689 | 0 | 1 | |a Management |0 (DE-588)4037278-9 |D s |
| 689 | 0 | |5 DE-604 | |
| 689 | 1 | 0 | |a Vertrieb |0 (DE-588)4127117-8 |D s |
| 689 | 1 | 1 | |a Management |0 (DE-588)4037278-9 |D s |
| 689 | 1 | |5 DE-188 | |
| 689 | 2 | 0 | |a Außendienst |0 (DE-588)4003828-2 |D s |
| 689 | 2 | 1 | |a Personalpolitik |0 (DE-588)4045269-4 |D s |
| 689 | 2 | |5 DE-188 | |
| 689 | 3 | 0 | |a Vertriebsorganisation |0 (DE-588)4078869-6 |D s |
| 689 | 3 | 1 | |a Strategisches Management |0 (DE-588)4124261-0 |D s |
| 689 | 3 | |8 2\p |5 DE-604 | |
| 689 | 4 | 0 | |a Marketingmanagement |0 (DE-588)4168907-0 |D s |
| 689 | 4 | |8 3\p |5 DE-604 | |
| 700 | 1 | |a Churchill, Gilbert A. |e Sonstige |4 oth | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009417482&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-009417482 | ||
| 883 | 1 | |8 1\p |a cgwrk |d 20201028 |q DE-101 |u https://d-nb.info/provenance/plan#cgwrk | |
| 883 | 1 | |8 2\p |a cgwrk |d 20201028 |q DE-101 |u https://d-nb.info/provenance/plan#cgwrk | |
| 883 | 1 | |8 3\p |a cgwrk |d 20201028 |q DE-101 |u https://d-nb.info/provenance/plan#cgwrk | |
Datensatz im Suchindex
| _version_ | 1804128597856747520 |
|---|---|
| adam_text | Chapter 1 An Overview ofSales Management 1
Chapter 2 The Strategie Role ofSelling and Sales Management 22
Part I Formulation of a Strategie Sales Program 47
Chapter 3 The Process ofBuying and Selling 48
Chapter 4 Environmental Influences on Sales Programs and Performance 73
Chapter 5 Organizing the Sales Force 94
Chapter 6 Demand Estimation and Sales Quotas 129
Chapter 7 Sales Territories 172
Cases for Part I 199
Part II Implementation of the Sales Program 277
Chapter 8 Salesperson Performance: Behavior, Role Perceptions,
and Satisfaction 278
Chapter 9 Salesperson Performance: Motivating the Sales Force 302
Chapter 10 Personal Characteristics and Sales Aptitude:
Criteria for Selecting Salespeople 329
Chapter 11 Sales Force Recruitment and Selection 353
Chapter 12 Sales Training: Objectives, Techniques, and Evaluation 380
Chapter 13 Designing Compensation and Incentive Programs 410
Cases for Part II 443
Part III Evaluation and Control of the Sales Program 509
Chapter 14 Sales Analysis 510
Chapter 15 Cost Analysis 530
Chapter 16 Behavior and Other Performance Analyses 557
Cases for Part III 581
Notes 693
Case Index 713
Name Index 714
Subject Index 720
xiii
Chapter 1
An Overview ofSales Management 1
GE Capital Services: Find More, Win More, Keep More 1
Learning Objectives 2
Sales in the Market Oriented Firm 2
What Is Involved in Sales Management 2
The Selling Process 2
Sales Management Processes 2
Formulating the Strategie Sales Program 4
Implementing the Sales Program 7
Evaluation and Control of the Sales Program 10
Sales Management in the 2Ist Century 12
Companies Are Focusing on Building Relationships 12
The Sales Force Is Expanding to Serve a Global Market 12
Sales Effectiveness Is Being Enhanced through Technology 13
Sales Managers Are Becoming Leaders and Not Just Managers 15
Doing Business Ethically 15
Why Salespeople Seil: The Attractiveness of Sales Careers 15
Chapter 2
The Strategie Role of Selling and Sales Management 22
Edward Jones: Serving Individual Investors 22
Learning Objectives 23
Marketing Planning 23
Organizational Learning and Market Orientation 24
Learning Types 24
Organizational Learning and Competitive Advantage 26
How Marketing Learns 27
How Market Orientation Impacts Performance 27
Infernal Partnering to Create a Market Orientation 28
Company Mission and Goals 30
The Role of Personal Selling in a Firm s Marketing Strategy 34
The Relationships Role 34
Other Factors Affecting the Sales Force s Relationship Role 36
The Role of Personal Selling in the Marketing Communications Mix 37
Company Resources, Objectives, and Marketing Strategy 38
Characteristics of the Target Market 39
Product Characteristics 39
Distribution Policies 40
Pricing Policies 40
Computerized Ordering and Customer Alliances 41
Improving Postsale Customer Service and Loyalty 42
Major Account Teams 43
Contents xv
Part I Formulation of a Strategie Sales Program 47
Chapter 3
The Process ofBuying and Selling 48
Wallace s Five Year Säle 48
Learning Objectives 49
An Overview of Selling and Buying Processes 49
The Organizational Buying Process 50
Initiators 50
Users 50
Influencers 50
Gatekeepers 51
Bayers 51
Deciders 51
Controllers 51
Sales Planning Implications 52
Anticipation or Recognition ofa Problem or Need 52
Determination and Description ofthe Characteristics and Quantity
of the Needed Item 53
Search for and Qualification of Potential Suppliers 53
Acquisition of Proposais andBids 54
Evaluation ofOfferings and Selection of Suppliers 54
Selection of an Order Routine 54
Performance Evaluation and Feedback 55
Repeat Purchase Behavior 55
Selling Activities 56
Retail Selling versus Industrial Selling 58
Types of Industrial Sales Jobs 59
Prospecting for Customers 60
Opening the Relationship 61
Qualifying the Prospect 62
Presenting the Sales Message 62
Closing the Säle 63
Servicing the Account 64
Relationship Formation and Selling 64
Exploration 64
Expansion 66
Commitment 67
Appendix: Alternative Selling Techniques 68
Chapter 4
Environmental Influences on Sales Programs and Performance 73
Hewlett Packard s Change in Strategy 73
Learning Objectives 74
Environmental Factors, Marketing Plans, and the Sales Program 74
Impact of the Environment on Marketing and Sales Planning 76
The External Environment 77
The Economic Environment 78
The Ethical and Social Cultural Environment 79
xvi Contents
The Legal Political Environment 83
The Natural Environment 84
The Technical Environment 85
The Organizational Environment 86
Goals, Objectives, and Culture 86
Personnel 87
Financial Resources 88
Production Capabilities 88
Research and Development Capabilities 89
Appendix: Approaches to Ethics 90
Chapter 5
Organizing the Sales Force 94
IBM Organizes for the Future 94
Learning Objectives 96
The Increasing Importance of Sales Organization Decisions 96
Purposes of Sales Organization 96
Division and Specialization of Labor 97
Stability and Continuity of Organizational Performance 97
Coordination and Integration 98
Horizontal Structure of the Sales Force 98
A Company Sales Force or Independent Agents? 99
Geographie Organization 104
Product Organization 104
Organization by Customers or Markets 107
Organization by Selling Function 108
Telemarketing and the Organization of Inside and Outside
Sales Forces 108
Organizing to Service National and Key Accounts 110
Team Selling 113
Multilevel Selling 114
Co Marketing Alliances 114
Logistical Alliances and Computerized Ordering 115
Organizing to Service Global Accounts 115
Vertical Structure of the Sales Organization 118
The Integration of Sales and Marketing 118
Number of Management Levels and Span ofControl 119
Some Additional Questions 124
Chapter 6
Demand Estimation and Sales Quotas 129
Understanding the Future 129
Learning Objectives 130
Clarification of Terms 130
Estimation of Demand 132
Determine Who Uses the Product or Service 134
Determine the Rate of Use 134
Contents xvii
Determine Who Buys the Product or Service 134
Determine the Market Motivations for Purchase 135
Importance of the Sales Forecast 135
Users Expectations 135
Sales Force Composite 138
Jury of Executive Opinion 138
Delphi Technique 139
Market Test 140
Time Series Analysis 140
Moving Average 141
Exponential Smoothing 142
Decomposition 143
Statistical Demand Analysis 145
Choosing a Forecasting Method 146
What Companies Use 148
Accuracy 148
Developing Territory Estimates 149
Industrial Goods 150
Consumer Goods 153
Sales Quotas 154
Purposes of Quotas 154
Problems with Quotas 156
Characteristics of a Good Quota Plan 156
The Quota Setting Process 158
Select Types of Quotas 158
Determine Relative Importance ofEach Type 163
Determine the Level ofEach Type 164
Chapter 7
Sales Territories 172
Safeguarding the Business . . . Analyzing Your Sales Territories 172
Learning Objectives 173
The Need for Sales Territories 173
Sales Force Morale 174
Market Coverage 174
Evaluation and Control 175
Sales Force Size 176
Breakdown Method 177
Work Load Method 178
Incremental Method 181
Sales Territory Design 182
Select Basic Control Unit 182
Estimate Market Potential 187
Form Tentative Territories 188
Perform Work Load Analysis 189
Adjust Tentative Territories 193
Assign Salespeople to Territories 195
xviii Contents
Cases for Part I 199
Case 1 1
The Valley Winery 200
Case 1 2
Omega Medical Products, Inc. 207
Case 1 3
Barro Stickney, Inc. 214
Case 1 4
Mediquip S.A. (R) 219
Case 1 5
Persoft, Inc. 227
Case 1 6
Delaware Paint and Plate Glass Industries, Inc. 231
Case 1 7
In Sink Erator Division 235
Case 1 8
Wilkinson Sword USA 243
Case 1 9
Kildonnen Textiles 247
Case 1 10
BT: Telephone Account Management 257
Case 1 11
StubblefieldAppliances 269
Case 1 12
Springfield Interiors, Inc. 272
Part II Implementation of the Sales Program 277
Chapter 8
Salesperson Performance: Behavior, Role Perceptions, and Satisfaction 278
Turning Loafers Into Stars 278
Learning Objectives 279
Understanding Salesperson Performance—Why Is It Important
for Sales Management? 279
The Model 280
The Role Perceptions Component 280
TheAptitude Component 282
The Skill Level Component 283
The Motivation Component 283
The Personal, Organizational, and Environmental Variable Component 284
Rewards 285
Satisfaction 286
The Salesperson s Role Perceptions 286
Why Are Role Perceptions So Important to the Sales Manager? 286
The Salesperson s Role 288
Stage 1: Role Partners Communicate Expectations 288
Stage 2: Salespeople Develop Perceptions 288
Stage 3: Salespeople Convert Perceptions into Behaviors 289
Contents xix
Susceptibility of the Salesperson s Role 290
Boundary Position 290
Large Role Set 290
Innovative Role 291
Role Conflict and Ambiguity 292
Common Expectations and Key Areas of Conflict and Ambiguity 292
Consequences of Conflict and Ambiguity 293
Causes of Conflict and Ambiguity 294
Role Accuracy 296
Nature of Role Accuracy 296
Chapter 9
Salesperson Performance: Motivating the Sales Force 302
Motivating the Individual and Motivating the Team are not the Same Thing 302
Learning Objectives 303
The Psychological Process of Motivation 303
Major Components ofthe Model 304
Expectancies—Perceived Link between Effort and Performance 305
Instrumentalities—Perceived Links between Performance and Rewards 308
Valence for Rewards 310
Can the Motivation Model Predict Salesperson Effort and Performance? 311
The Impact of a Salesperson s Personal Characteristics on Motivation 311
Satisfaction 311
Demographic Characteristics ? Y1
Job Experience 313
Psychological Traits 313
Performance A ttributions 314
Management Implications 315
Career Stages and Salesperson Motivation 316
CareerStages 316
The Problem of the Plateaued Salesperson 319
The Impact of Environmental Conditions on Motivation 321
The Impact of Organizational Variables on Motivation 323
Supervisor^ Variables and Leadership 323
Incentive and Compensation Policies 324
Chapter 10
Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople 329
DHL: Delivering Success Around the World 329
Learning Objectives 330
Are Good Salespeople Born or Made? The Determinants of Successful
Sales Performance 330
A Review of Past Research 331
The Costs of Inappropriate Selection Standards 334
Characteristics of Successful Salespeople 335
Characteristics Sales Managers Look For 335
Research Concerning the Personal Characteristics of Successful Salespeople 335
Overview ofthe Findings 338
xx Contents
Job Specific Determinants of Good Sales Performance 346
Selling Different Types of Products and Services 346
Different Types of Sales Jobs 347
Implications for Sales Management 349
Chapter 11
Sales Force Recruitment and Selection 353
Intel Builds a Powerful Sales Force 353
Learning Objectives 354
Recruitment and Selection Issues 355
Who Is Responsible for Recruiting and Selecting Salespeople? 356
Job Analysis and Determination of Selection Criteria 357
Job Analysis and Description 357
Determining Job Qualifications and Selection Criteria 358
Recruiting Applicants 361
Infernal Sources—People within the Company 364
External Sources 365
Selection Procedures 367
Application Blanks 369
Personal Interviews 370
Reference Checks 371
i Physical Examinations 372
I Tests 372
I Equal Employment Opportunity Requirements in Selecting Salespeople 374
Requirement for Tests 375
Requirement for Interviews and Application Forms 375
Chapter 12
Sales Training: Objectives, Techniques, and Evaluation 380
Lucent Believes Training is a Critical Part of Sales Success 380
Learning Objectives 381
Issues in Sales Training 381
Objectives of Sales Training 382
Increase Productivity 382
Improve Morale 382
Lower Turnover 382
Improve Customer Relations 383
Manage Time and Territory Better 384
The Development of Sales Training Programs 384
Creating Credibility in Sales Training 385
The Timing of Sales Training 387
Training New Sales Recruits 388
Training Experienced Sales Personnel 389
Sales Training Topics 391
Product Knowledge 391
Market/Industry Orientation 392
Company Orientation 392
Time and Territory Management 392
Contents xxi
Legal/Ethical Issues 393
Other Subjects 393
Sales Training Methods 395
On the Job Training 397
Classroom Training 399
Electronic Training Methods 400
Adaptive Selling: Knowing How to Seil 401
Measuring the Costs and Benefits of Sales Training 402
Sales Training Costs 403
Measurement Criteria 403
Measuring Broad Benefits 404
Measuring Specific Benefits 405
Recent Trends in Sales Training Evaluation 405
Chapter 13
Designing Compensation and Incentive Programs 410
Rewarding Winners at Merck 410
Learning Objectives 411
Some Major Compensation and Incentive Issues 411
Procedures for Designing a Compensation and Incentive Program 412
Assessing the Firm s Situation and Sales Objectives 412
Determining Which Aspects of Job Performance to Reward 415
Assessing Sales Reps Valences and Determining the Most Attractive
Mix ofRewards 416
Deciding on the Most Appropriate Mix of Compensation 416
Dangers ofPaying Too Much 418
Dangers ofPaying Too Little 419
Financial Incentives: Choosing the Most Effective Form
of Financial Compensation 419
Types of Compensation Plans 421
Straight Salary 421
Straight Commission 423
Combination Plans 424
Other Issues in Designing Combination Plans 425
A Summary Overview of Financial Compensation Methods 430
Sales Contests 431
Contest Objectives 431
Contest Themes 432
Probability of Winning 432
Types ofRewards 433
Promotion and Follow Through 434
Criticism of Sales Contests 434
Nonfinancial Rewards 435
Promotion and Career Paths 435
Recognition Programs 436
The Reimbursement of Selling Expenses 436
Direct Reimbursement Plans 437
Limited Reimbursement Plans 438
No Reimbursement Plans 439
xxii Contents
Cases for Part II 443
Case 2 1
General Electric Appliances 444
Case 2 2
Adams Brands 456
Case 2 3
Chips to Dip, Inc. 462
Case 2 4
Outdoor Sporting Products, Inc. 467
Case 2 5
Denver Mini Genetics 473
Case 2 6
Oppenheimer Management Corporation 482
Case 2—7
WBYL/Z108 Radio Station 485
Case 2 8
Midwest Business Forms, Inc. 490
Case 2 9
California Credit Life Insurance Group 494
Case 2 10
The Well Paid Receptionist 503
f Part III Evaluation and Control of the Sales Program 509
Chapter 14
Sales Analysis 510
Are All Sales Worth the Same? The Challenge at Rush Peterbuilt 510
Learning Objectives 511
Nature of Control 511
Marketing Audit 511
Elements of a Sales Analysis 514
Key Decisions in a Sales Analysis 515
Base for Comparison 516
Type ofReporting System 517
A Hierarchical Sales Analysis 520
Chapter 15
Cost Analysis 530
Analyzing Costs for Profitable Sales 530
Learning Objectives 531
Cost Analysis Development 531
Füll Cost versus Contribution Margin 533
ABC Accounting 536
Procedure 537
The Process Illustrated 541
Direct Selling 544
Advertising 544
Contents xxiii
Warehousing and Shipping 544
Order Processing 544
Transportation 546
Prospects and Problems 547
Return on Assets Managed 548
Chapter 16
Behavior and Other Performance Analyses 557
Measuring Performance—Checking for Fit 557
Learning Objectives 558
Performance versus Effectiveness 558
Objective Measures 561
Orders 563
Accounts 564
Calls 565
Time and Time Utilization 565
Expenses 565
Nonselling Activities 566
Expense Ratios 566
Account Development and Servicing Ratios 567
CallActivity and/or Productivity Ratios 567
Subjective Measures 569
Cases for Part III 581
Case 3 1
Supersonic Stereo, Inc. 582
Case 3 2
National Telecommunications Corporation 586
Case 3 3
Country Roads, Inc. 596
Case 3 ^t
Hanover Bates Chemical Corporation 608
Case 3 5
Kanthai (A) 614
Case 3 6
Highlights for Children, Inc. 624
Case 3 7
Wentworth Industrial Cleaning Supplies 635
Case 3 8
Olympic Electronics Corporation 649
Case 3 9
ISG Technologies, Inc. 655
Case 3 10
Dendrite International 673
xxiv Contents
693
Notes
Case Index 713
Name Index
Subject Index 720
|
| any_adam_object | 1 |
| building | Verbundindex |
| bvnumber | BV013776596 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.4 |
| callnumber-search | HF5438.4 |
| callnumber-sort | HF 45438.4 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QP 621 |
| ctrlnum | (OCoLC)41211288 (DE-599)BVBBV013776596 |
| dewey-full | 658.8/101 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/101 |
| dewey-search | 658.8/101 |
| dewey-sort | 3658.8 3101 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 6. ed. |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>02747nam a2200673 c 4500</leader><controlfield tag="001">BV013776596</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20011116 </controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">010619s2000 d||| |||| 00||| eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">0070275556</subfield><subfield code="9">0-07-027555-6</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)41211288</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV013776596</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rakwb</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-703</subfield><subfield code="a">DE-188</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HF5438.4</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.8/101</subfield><subfield code="2">21</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 621</subfield><subfield code="0">(DE-625)141912:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Sales force management</subfield><subfield code="c">Gilbert A. Churchill ...</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">6. ed.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Boston [u.a.]</subfield><subfield code="b">Irwin/McGraw-Hill</subfield><subfield code="c">2000</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XXIV, 727 S.</subfield><subfield code="b">graph. Darst.</subfield><subfield code="e">1 CD-ROM (12 cm)</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="490" ind1="0" ind2=" "><subfield code="a">The Irwin McGraw-Hill series in marketing</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Verkooporganisatie</subfield><subfield code="2">gtt</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Verkooptechnieken</subfield><subfield code="2">gtt</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sales management</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Vertriebsorganisation</subfield><subfield code="0">(DE-588)4078869-6</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Personalpolitik</subfield><subfield code="0">(DE-588)4045269-4</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Strategisches Management</subfield><subfield code="0">(DE-588)4124261-0</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Außendienst</subfield><subfield code="0">(DE-588)4003828-2</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Management</subfield><subfield code="0">(DE-588)4037278-9</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Vertrieb</subfield><subfield code="0">(DE-588)4127117-8</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Sales-promotion</subfield><subfield code="0">(DE-588)4076968-9</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Marketingmanagement</subfield><subfield code="0">(DE-588)4168907-0</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="655" ind1=" " ind2="7"><subfield code="8">1\p</subfield><subfield code="0">(DE-588)4123623-3</subfield><subfield code="a">Lehrbuch</subfield><subfield code="2">gnd-content</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Sales-promotion</subfield><subfield code="0">(DE-588)4076968-9</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Management</subfield><subfield code="0">(DE-588)4037278-9</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="689" ind1="1" ind2="0"><subfield code="a">Vertrieb</subfield><subfield code="0">(DE-588)4127117-8</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="1" ind2="1"><subfield code="a">Management</subfield><subfield code="0">(DE-588)4037278-9</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="1" ind2=" "><subfield code="5">DE-188</subfield></datafield><datafield tag="689" ind1="2" ind2="0"><subfield code="a">Außendienst</subfield><subfield code="0">(DE-588)4003828-2</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="2" ind2="1"><subfield code="a">Personalpolitik</subfield><subfield code="0">(DE-588)4045269-4</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="2" ind2=" "><subfield code="5">DE-188</subfield></datafield><datafield tag="689" ind1="3" ind2="0"><subfield code="a">Vertriebsorganisation</subfield><subfield code="0">(DE-588)4078869-6</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="3" ind2="1"><subfield code="a">Strategisches Management</subfield><subfield code="0">(DE-588)4124261-0</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="3" ind2=" "><subfield code="8">2\p</subfield><subfield code="5">DE-604</subfield></datafield><datafield tag="689" ind1="4" ind2="0"><subfield code="a">Marketingmanagement</subfield><subfield code="0">(DE-588)4168907-0</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="4" ind2=" "><subfield code="8">3\p</subfield><subfield code="5">DE-604</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Churchill, Gilbert A.</subfield><subfield code="e">Sonstige</subfield><subfield code="4">oth</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">HBZ Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009417482&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-009417482</subfield></datafield><datafield tag="883" ind1="1" ind2=" "><subfield code="8">1\p</subfield><subfield code="a">cgwrk</subfield><subfield code="d">20201028</subfield><subfield code="q">DE-101</subfield><subfield code="u">https://d-nb.info/provenance/plan#cgwrk</subfield></datafield><datafield tag="883" ind1="1" ind2=" "><subfield code="8">2\p</subfield><subfield code="a">cgwrk</subfield><subfield code="d">20201028</subfield><subfield code="q">DE-101</subfield><subfield code="u">https://d-nb.info/provenance/plan#cgwrk</subfield></datafield><datafield tag="883" ind1="1" ind2=" "><subfield code="8">3\p</subfield><subfield code="a">cgwrk</subfield><subfield code="d">20201028</subfield><subfield code="q">DE-101</subfield><subfield code="u">https://d-nb.info/provenance/plan#cgwrk</subfield></datafield></record></collection> |
| genre | 1\p (DE-588)4123623-3 Lehrbuch gnd-content |
| genre_facet | Lehrbuch |
| id | DE-604.BV013776596 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T18:51:47Z |
| institution | BVB |
| isbn | 0070275556 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-009417482 |
| oclc_num | 41211288 |
| open_access_boolean | |
| owner | DE-703 DE-188 |
| owner_facet | DE-703 DE-188 |
| physical | XXIV, 727 S. graph. Darst. 1 CD-ROM (12 cm) |
| publishDate | 2000 |
| publishDateSearch | 2000 |
| publishDateSort | 2000 |
| publisher | Irwin/McGraw-Hill |
| record_format | marc |
| series2 | The Irwin McGraw-Hill series in marketing |
| spelling | Sales force management Gilbert A. Churchill ... 6. ed. Boston [u.a.] Irwin/McGraw-Hill 2000 XXIV, 727 S. graph. Darst. 1 CD-ROM (12 cm) txt rdacontent n rdamedia nc rdacarrier The Irwin McGraw-Hill series in marketing Verkooporganisatie gtt Verkooptechnieken gtt Sales management Vertriebsorganisation (DE-588)4078869-6 gnd rswk-swf Personalpolitik (DE-588)4045269-4 gnd rswk-swf Strategisches Management (DE-588)4124261-0 gnd rswk-swf Außendienst (DE-588)4003828-2 gnd rswk-swf Management (DE-588)4037278-9 gnd rswk-swf Vertrieb (DE-588)4127117-8 gnd rswk-swf Sales-promotion (DE-588)4076968-9 gnd rswk-swf Marketingmanagement (DE-588)4168907-0 gnd rswk-swf 1\p (DE-588)4123623-3 Lehrbuch gnd-content Sales-promotion (DE-588)4076968-9 s Management (DE-588)4037278-9 s DE-604 Vertrieb (DE-588)4127117-8 s DE-188 Außendienst (DE-588)4003828-2 s Personalpolitik (DE-588)4045269-4 s Vertriebsorganisation (DE-588)4078869-6 s Strategisches Management (DE-588)4124261-0 s 2\p DE-604 Marketingmanagement (DE-588)4168907-0 s 3\p DE-604 Churchill, Gilbert A. Sonstige oth HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009417482&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 3\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Sales force management Verkooporganisatie gtt Verkooptechnieken gtt Sales management Vertriebsorganisation (DE-588)4078869-6 gnd Personalpolitik (DE-588)4045269-4 gnd Strategisches Management (DE-588)4124261-0 gnd Außendienst (DE-588)4003828-2 gnd Management (DE-588)4037278-9 gnd Vertrieb (DE-588)4127117-8 gnd Sales-promotion (DE-588)4076968-9 gnd Marketingmanagement (DE-588)4168907-0 gnd |
| subject_GND | (DE-588)4078869-6 (DE-588)4045269-4 (DE-588)4124261-0 (DE-588)4003828-2 (DE-588)4037278-9 (DE-588)4127117-8 (DE-588)4076968-9 (DE-588)4168907-0 (DE-588)4123623-3 |
| title | Sales force management |
| title_auth | Sales force management |
| title_exact_search | Sales force management |
| title_full | Sales force management Gilbert A. Churchill ... |
| title_fullStr | Sales force management Gilbert A. Churchill ... |
| title_full_unstemmed | Sales force management Gilbert A. Churchill ... |
| title_short | Sales force management |
| title_sort | sales force management |
| topic | Verkooporganisatie gtt Verkooptechnieken gtt Sales management Vertriebsorganisation (DE-588)4078869-6 gnd Personalpolitik (DE-588)4045269-4 gnd Strategisches Management (DE-588)4124261-0 gnd Außendienst (DE-588)4003828-2 gnd Management (DE-588)4037278-9 gnd Vertrieb (DE-588)4127117-8 gnd Sales-promotion (DE-588)4076968-9 gnd Marketingmanagement (DE-588)4168907-0 gnd |
| topic_facet | Verkooporganisatie Verkooptechnieken Sales management Vertriebsorganisation Personalpolitik Strategisches Management Außendienst Management Vertrieb Sales-promotion Marketingmanagement Lehrbuch |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009417482&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT churchillgilberta salesforcemanagement |