| 000 -LEADER |
|---|
| fixed length control field |
04128cam a2200865 i 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
1953523 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
190705s19701971nyu a b 000 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
030796806 |
| Qualifying information |
(hardback) |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
TR-IsMEF |
| Language of cataloging |
eng |
| Description conventions |
rda |
| Transcribing agency |
TR-IsMEF |
| 041 0# - LANGUAGE CODE |
|---|
| Language code of text/sound track or separate title |
eng |
| 049 ## - LOCAL HOLDINGS (OCLC) |
|---|
| Holding library |
TR-IsMEF |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438 |
| Item number |
.W84 1971 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Wotruba, R. Thomas, |
| Relator term |
author. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Sales management : |
| Remainder of title |
planning, accomplishment, and evaluation / |
| Statement of responsibility, etc. |
Thomas R. Wotruba, San Diego State College. |
| 264 1# - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
New York : |
| Name of producer, publisher, distributor, manufacturer |
Holt, Rinehart and Winston, |
| Date of production, publication, distribution, manufacture, or copyright notice |
1971. |
| 264 4# - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
©1971 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
x, 564 pages : |
| Other physical details |
tables, |
| Dimensions |
24 cm. |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
unmediated |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
volume |
| Source |
rdacarrier |
| 490 1# - SERIES STATEMENT |
|---|
| Series statement |
Holt, Rinehart and Winston marketing series |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
The Advisory Editörs of the Holt, Rinehart and Winston Marketing Series are pleased to publish this lucid and up-to-date text on field sales manegement. Professor Wotruba develops an insightful overall model of the sales force management process and his chapters reveal each part of the model in a systematic and analytical fashion. Several new tools for sales management are discussed in nontechnical terms from the viewpoint of their applicabilitiy to real problem-solving situations. The author uses the the systems approach as a unıfying framework for discussing not only the techniques of problem solving but, more importantly, the kinds of personal selling problems that beset today's sales force maneger.--Page [iv]. |
| 650 0# - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales management |
| 830 0# - SERIES ADDED ENTRY--UNIFORM TITLE |
|---|
| Uniform title |
Holt, Rinehart and Winston marketing series |
| 900 ## - EQUIVALENCE OR CROSS-REFERENCE-PERSONAL NAME [LOCAL, CANADA] |
|---|
| Personal name |
MEF Üniversitesi Kütüphane katalog kayıtları RDA standartlarına uygun olarak üretilmektedir / MEF University Library Catalogue Records are Produced Compatible by RDA Rules |
| 920 ## - - |
|---|
| - |
Bağış sahibi bilinmiyor. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Koha item type |
Books |
| 970 01 - REFERENCES |
|---|
| Title of a work |
Contents |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Editors' foreword |
| Pages |
iv |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Preface, |
| Pages |
v |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 1 ıntroduction, |
| Pages |
1 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Importance of personal selling to the firm, |
| Pages |
2 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The ımage of personal selling, |
| Pages |
4 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Historical development of personal selling and sales managament, |
| Pages |
6 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Scope and nature of sales management today, |
| Pages |
9 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
A sales management model, |
| Pages |
10 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Conclusion, |
| Pages |
21 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Questions for review and discussion, |
| Pages |
21 |
| 970 12 - REFERENCES |
|---|
| Title of a work |
PART I Development of personal selling goals, |
| Pages |
23 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Chapter 2 goals for sales management, |
| Pages |
25 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
System of goals, |
| Pages |
26 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Selection of goals, |
| Pages |
42 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Problems with goals, |
| Pages |
47 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Conclusion, |
| Pages |
51 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Questions for reviev and discussion, |
| Pages |
51 |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 3 market and sales potentials, |
| Pages |
53 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Terms and concepts, |
| Pages |
54 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Determinants of market potential, |
| Pages |
56 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Measurement of sales potential, |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Uses of market and sales potential measures, |
| Pages |
72 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Conclusion, |
| Pages |
72 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Questions for review and discussion, |
| Pages |
77 |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 4 sales forecasting, |
| Pages |
79 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Concepts and definitions, |
| Pages |
80 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The sales forecasting process, |
| Pages |
80 |
| 970 11 - REFERENCES |
|---|
| Pages |
112 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Questions for review and discussion, |
| Pages |
112 |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 5 sales budgeting, |
| Pages |
115 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Budgeting in sales management, |
| Pages |
117 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Determining the selling budget level, |
| Pages |
122 |
| 970 11 - REFERENCES |
|---|
| unimportant Title |
tAllocating the selling budget, |
| Pages |
135 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Contents of the sales budget, |
| Pages |
136 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Administration of the sales budget, |
| Pages |
142 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Conclision, |
| Pages |
148 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Questions for review and discussion, |
| Pages |
148 |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 6 territories, |
| Pages |
151 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Criteria for territory decision, |
| Pages |
153 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Types of teritory decisions, |
| Pages |
162 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Territory adjustments, |
| Pages |
190 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Conclusion, |
| Pages |
191 |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Questions for review and discussion, |
| Pages |
192 |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 7 Quotas, |
| Pages |
194 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
KOHA |
| 970 11 - REFERENCES |
|---|
| -- |
0 |
| 970 11 - REFERENCES |
|---|
| -- |
onclusion, |