| 000 | 04128cam a2200865 i 4500 | ||
|---|---|---|---|
| 001 | 1953523 | ||
| 008 | 190705s19701971nyu a b 000 0 eng d | ||
| 020 |
_a030796806 _q(hardback) |
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| 040 |
_aTR-IsMEF _beng _erda _cTR-IsMEF |
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| 041 | 0 | _aeng | |
| 049 | _aTR-IsMEF | ||
| 050 | 0 | 0 |
_aHF5438 _b.W84 1971 |
| 100 | 1 |
_aWotruba, R. Thomas, _eauthor. |
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| 245 | 1 | 0 |
_aSales management : _bplanning, accomplishment, and evaluation / _cThomas R. Wotruba, San Diego State College. |
| 264 | 1 |
_aNew York : _bHolt, Rinehart and Winston, _c1971. |
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| 264 | 4 | _a©1971 | |
| 300 |
_ax, 564 pages : _btables, _c24 cm. |
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| 336 |
_atext _2rdacontent |
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| 337 |
_aunmediated _2rdamedia |
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| 338 |
_avolume _2rdacarrier |
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| 490 | 1 | _aHolt, Rinehart and Winston marketing series | |
| 504 | _aIncludes bibliographical references. | ||
| 500 | _aThe 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 | _aSales management | |
| 830 | 0 | _aHolt, Rinehart and Winston marketing series | |
| 900 | _aMEF Üniversitesi Kütüphane katalog kayıtları RDA standartlarına uygun olarak üretilmektedir / MEF University Library Catalogue Records are Produced Compatible by RDA Rules | ||
| 920 | _aBağış sahibi bilinmiyor. | ||
| 942 |
_2lcc _cBKS |
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| 970 | 0 | 1 | _tContents |
| 970 | 0 | 1 |
_aEditors' foreword _piv |
| 970 | 0 | 1 |
_aPreface, _pv |
| 970 | 1 | 2 |
_tChapter 1 ıntroduction, _p1 |
| 970 | 1 | 1 |
_tImportance of personal selling to the firm, _p2 |
| 970 | 1 | 1 |
_tThe ımage of personal selling, _p4 |
| 970 | 1 | 1 |
_tHistorical development of personal selling and sales managament, _p6 |
| 970 | 1 | 1 |
_tScope and nature of sales management today, _p9 |
| 970 | 1 | 1 |
_tA sales management model, _p10 |
| 970 | 1 | 1 |
_tConclusion, _p21 |
| 970 | 1 | 1 |
_tQuestions for review and discussion, _p21 |
| 970 | 1 | 2 |
_tPART I Development of personal selling goals, _p23 |
| 970 | 1 | 1 |
_tChapter 2 goals for sales management, _p25 |
| 970 | 1 | 1 |
_tSystem of goals, _p26 |
| 970 | 1 | 1 |
_tSelection of goals, _p42 |
| 970 | 1 | 1 |
_tProblems with goals, _p47 |
| 970 | 1 | 1 |
_tConclusion, _p51 |
| 970 | 1 | 1 |
_tQuestions for reviev and discussion, _p51 |
| 970 | 1 | 2 |
_tChapter 3 market and sales potentials, _p53 |
| 970 | 1 | 1 |
_tTerms and concepts, _p54 |
| 970 | 1 | 1 |
_tDeterminants of market potential, _p56 |
| 970 | 1 | 1 |
_tMeasurement of sales potential, _60 |
| 970 | 1 | 1 |
_tUses of market and sales potential measures, _p72 |
| 970 | 1 | 1 |
_tConclusion, _p72 |
| 970 | 1 | 1 |
_tQuestions for review and discussion, _p77 |
| 970 | 1 | 2 |
_tChapter 4 sales forecasting, _p79 |
| 970 | 1 | 1 |
_tConcepts and definitions, _p80 |
| 970 | 1 | 1 |
_tThe sales forecasting process, _p80 |
| 970 | 1 | 1 |
_Conclusion, _p112 |
| 970 | 1 | 1 |
_tQuestions for review and discussion, _p112 |
| 970 | 1 | 2 |
_tChapter 5 sales budgeting, _p115 |
| 970 | 1 | 1 |
_tBudgeting in sales management, _p117 |
| 970 | 1 | 1 |
_tDetermining the selling budget level, _p122 |
| 970 | 1 | 1 |
_atAllocating the selling budget, _p135 |
| 970 | 1 | 1 |
_tContents of the sales budget, _p136 |
| 970 | 1 | 1 |
_tAdministration of the sales budget, _p142 |
| 970 | 1 | 1 |
_tConclision, _p148 |
| 970 | 1 | 1 |
_tQuestions for review and discussion, _p148 |
| 970 | 1 | 2 |
_tChapter 6 territories, _p151 |
| 970 | 1 | 1 |
_tCriteria for territory decision, _p153 |
| 970 | 1 | 1 |
_tTypes of teritory decisions, _p162 |
| 970 | 1 | 1 |
_tTerritory adjustments, _p190 |
| 970 | 1 | 1 |
_tConclusion, _p191 |
| 970 | 1 | 1 |
_tQuestions for review and discussion, _p192 |
| 970 | 1 | 2 |
_tChapter 7 Quotas, _p194 |
| 999 |
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