| 000 -LEADER |
|---|
| fixed length control field |
00950nam a2200169Ia 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
140814s9999 xx 000 0 und d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780761934950 (pbk.) |
| 041 ## - LANGUAGE CODE |
|---|
| Language code of text/sound track or separate title |
English |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.81 VEN |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Venugopal, Pingali |
| 245 ## - TITLE STATEMENT |
|---|
| Title |
Managing your sales force : |
| Remainder of title |
a motivational approach / |
| Statement of responsibility, etc. |
Pingali Venugopal. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc. |
New Delhi : |
| Name of publisher, distributor, etc. |
Response Books, |
| Date of publication, distribution, etc. |
2006. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
184 p. : |
| Other physical details |
ill. ; |
| Dimensions |
22 cm. |
| 505 ## - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Introduction --<br/>The salesman --<br/>Strategic decisions in sales management --<br/>Selling strategy : interface between advertising, sales force and channel --<br/>Selling style --<br/>Operational decisions in sales management --<br/>Sales force recruitment --<br/>Territory design --<br/>Target setting --<br/>Sales force motivation --<br/>Managing the channel : the salesperson's role --<br/>Performance evaluation. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales management. |
| -- |
Employee motivation. |
| -- |
Ventes -- Gestion. |
| -- |
Personnel -- Motivation. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Books |
