| LDR | | | 00000nam a2200000 i 4500 |
| 001 | | | MAP20070012745 |
| 003 | | | MAP |
| 005 | | | 20080417181346.0 |
| 007 | | | hzruuu---uuuu |
| 008 | | | 930419s1993 usa 00010 eng d |
| 020 | | | $a0-256-10822-6 |
| 040 | | | $aMAP$bspa |
| 084 | | | $a922.112.1 |
| 100 | 1 | | $0MAPA20080280499$aChurchill, Gilbert A. |
| 245 | 1 | 0 | $aSales force management$cGilbert A. Churchill, Neil M. Ford, Orville C. Walker |
| 250 | | | $a4th ed |
| 260 | | | $aHomewood$aBoston$bIrwin$ccop. 1993 |
| 300 | | | $a925 p.$c23 cm |
| 490 | 1 | | $aIrwin series in marketing |
| 520 | | | $a1. The formulation of a strategic sales program. This involves organizing and planning the company's overall personal selling efforts and integrating these efforts with the other elements of the firm's marketing strategy -- The implementation of the sales program. This includes selecting appropriate sales personnel and designing and implementing policies and procedures that will direct their efforts toward the desired objetives -- The evaluation and control of sales force performance. This involves developing procedures for monitoring and evaluating sales force performance so adjustments can be made to either the sales program or its implementation when performance is unsatisfactory |
| 650 | 1 | 1 | $0MAPA20080546991$aEmpresas |
| 650 | 1 | 1 | $0MAPA20080551636$aMarketing |
| 650 | 1 | 1 | $0MAPA20080582890$aTécnicas de venta |
| 650 | 1 | 1 | $0MAPA20080606091$aEstrategia empresarial |
| 650 | 1 | 1 | $0MAPA20080566852$aPlanificación |
| 650 | 1 | 1 | $0MAPA20080603878$aSelección de personal |
| 650 | 1 | 1 | $0MAPA20080550936$aFormación |
| 700 | 1 | | $0MAPA20080068875$aFord, Neil M. |
| 700 | 1 | | $0MAPA20080235321$aWalker, Orville C. |
| 830 | | 0 | $0MAPA20080519759$aIrwin series in marketing |
| 856 | | | $yMÁS INFORMACIÓN$umailto:centrodocumentacion@fundacionmapfre.org?subject=Consulta%20de%20una%20publicaci%C3%B3n%20&body=Necesito%20m%C3%A1s%20informaci%C3%B3n%20sobre%20este%20documento%3A%20%0A%0A%5Banote%20aqu%C3%AD%20el%20titulo%20completo%20del%20documento%20del%20que%20desea%20informaci%C3%B3n%20y%20nos%20pondremos%20en%20contacto%20con%20usted%5D%20%0A%0AGracias%20%0A |
