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LEADER 02055cam a2200349 a 4500

001 ocm38013794;

003 OCoLC;

005 20141212130303.0;

008 971118s1998 ctua b 001 0 eng ;

010 a| 97048619;

020 a| 1567200362 (alk. paper);

035 a| (Sirsi) o38013794;

035 a| (OCoLC)38013794;

049 a| EREE;

050 00 a| HF5438b| .E568 1998;

082 00 a| 658.852| 21;

245 00 a| Emerging trends in sales thought and practice /c| edited by Gerald J. Bauer [and others].;

260 a| Westport, Conn. :b| Quorum,c| 1998.;

300 a| viii, 251 pages :b| illustrations ;c| 25 cm;

336 a| text2| rdacontent;

337 a| unmediated2| rdamedia;

338 a| volume2| rdacarrier;

504 a| Includes bibliographical references and index.;

505 0 a| Sales organization challenges and trends / G.J. Bauer, et al. -- Relationship selling: new challenges for today's salesperson / M.J. Swenson, G.D. Link -- Relationship selling: new challenges for today's sales manager / K.R. Evans, D.J. Good, T.W. Hellman -- Customer relationship strategy and customer-focused teams / K.A. Chrzanowski, T.W. Leigh -- Strategic account strategies / L.B. Chonko, H.F. Burnap -- Horizontal selling alliances / D.W. Barclay, J.M.S. Hatley, J.B. Smith -- Cybersales management and direct selling / R.C. Bartlett, S.M. Tahaney, T.R. Wotruba -- Sales force performance management in a changing selling environment / G.W. Marshall, E.J. Ferre -- Global sales force management: comparing German and US practices / S. Albers, M. Krafft, W. Bielert -- Selling in the future: synthesis and suggestions / R.C. Conti, W.L. Cron.;

650 0 a| Selling.=| ^A32187;

700 1 a| Bauer, Gerald J.=| ^A404896;

856 7 3| Table of contentsu| http://lcweb.loc.gov/catdir/toc/97-48619.html2| http;

994 a| E0b| ERE;

596 a| 1;

998 a| 638234;

999 a| HF5438 .E568 1998w| LCc| 1i| 30372010295449d| 5/6/2009e| 11/5/2002f| 3/27/2009g| 1l| JGESm| JOYNERn| 3p| $54.60r| Ys| Yt| JGESBKu| 10/23/1998x| BOOKz| JSTACKSo| .STAFF. 0;

Emerging trends in sales thought and practice / edited by Gerald J. Bauer [and others].

Other author	Bauer, Gerald J.
Format	Book
Publication Info	Westport, Conn. : Quorum, 1998.
Description	viii, 251 pages : illustrations ; 25 cm
Subjects	Selling.

Contents	Sales organization challenges and trends / G.J. Bauer, et al. -- Relationship selling: new challenges for today's salesperson / M.J. Swenson, G.D. Link -- Relationship selling: new challenges for today's sales manager / K.R. Evans, D.J. Good, T.W. Hellman -- Customer relationship strategy and customer-focused teams / K.A. Chrzanowski, T.W. Leigh -- Strategic account strategies / L.B. Chonko, H.F. Burnap -- Horizontal selling alliances / D.W. Barclay, J.M.S. Hatley, J.B. Smith -- Cybersales management and direct selling / R.C. Bartlett, S.M. Tahaney, T.R. Wotruba -- Sales force performance management in a changing selling environment / G.W. Marshall, E.J. Ferre -- Global sales force management: comparing German and US practices / S. Albers, M. Krafft, W. Bielert -- Selling in the future: synthesis and suggestions / R.C. Conti, W.L. Cron.
Bibliography note	Includes bibliographical references and index.
LCCN	97048619
ISBN	1567200362 (alk. paper)

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Joyner	General Stacks	HF5438 .E568 1998	✔ Available	Place Hold

Emerging trends in sales thought and practice / edited by Gerald J. Bauer [and others].

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