Administración de ventas /
Saved in:
| Main Author: | |
|---|---|
| Other Authors: | , |
| Format: | Book |
| Language: | Spanish English |
| Published: |
México, D. F. :
[2009].
|
| Edition: | Novena edición |
| Subjects: | |
| Notas Contenido: |
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MARC
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| 041 | 1 | |a spa |h eng | |
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| 100 | 1 | |a Johnston, Mark W. |e autor | |
| 245 | 1 | 0 | |a Administración de ventas / |c Mark W. Johnston, Greg W. Marshall ; traducción Ricardo Martín Rubio Ruiz. |
| 250 | |a Novena edición | ||
| 264 | 1 | |a México, D. F. : |b McGraw-Hill Interamericana, |c [2009]. | |
| 300 | |a xviii, 498 páginas : |b ilustraciones ; |c 27 cm. | ||
| 336 | |a texto |2 rdacontent | ||
| 337 | |a sin mediación |2 rdamedia | ||
| 338 | |a volumen |2 rdacarrier | ||
| 504 | |a Incluye referencias bibliográficas e índices de casos y temático | ||
| 505 | 0 | |a Introducción a la administración de ventas en el siglo XXI -- Formulación de un programa de ventas -- Proceso de compras y ventas -- Organización de la fuerza de ventas -- La función estratégica de la información en la administración de ventas -- Implementación del programa de ventas -- Desempeño del vendedor: Comportamiento, percepciones del papel y satisfacción -- Desempeño del vendedor: Cómo motivar a la fuerza de ventas -- Características personales y aptitudes para las ventas: criterios para seleccionar vendedores -- Reclutamiento y selección de la fuerza de ventas -- Capacitación para las ventas: objetivos, técnicas y evaluación -- Compensación e incentivos para el vendedor -- Evaluación y control del programa de ventas -- Evaluación del desempeño del vendedor | |
| 534 | |p Título original: |t Sales force management | ||
| 650 | 1 | 7 | |a Administración de ventas |2 Armarc 2.0 |
| 650 | 2 | 7 | |a Promoción de ventas |2 Armarc 2.0 |
| 650 | 2 | 7 | |a Pronóstico de ventas |2 Armarc |
| 650 | 2 | 7 | |a Personal de ventas |x Entrenamiento en servicio |2 Armarc 2.0 |
| 650 | 2 | 7 | |a Técnicas de ventas |2 Armarc 2.0 |
| 700 | 1 | |a Marshall, Greg W. |e autor | |
| 700 | 1 | |a Rubio Ruiz, Ricardo Martín |e traductor | |
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