rdf-syntax-grammar
mods:
  schema location: http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
  title info:
    non sort: The
    title: field sales manager
    sub title: a manual of practice
  title info:
    non sort: The
    title: field sales manager
    sub title: a manual of practice
  name:
    name part: Newgarden, Albert.
    role:
      role term: creator
  name:
    name part: Newgarden, Albert
    role:
      role term: editor.
  type of resource: text
  genre: bibliography
  origin info:
    place:
      place term: nyu
    place:
      place term: New York
    publisher: American Management Association
    date issued: [1960]
    date issued: 1960
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: print
    extent: 380 pages illustrations 24 cm.
  table of contents: Part one. The management job -- The field sales manager and his place in the organization / Robert T. Davis -- Basic management responsibilities of the field sales manager / Robert N. Carpenter -- From salesman to field sales manager: Some guides to success / George R Sommers -- Part two. Planning, organization, and control -- The field sales manager's responsibility for planning, organization, and control / Edward B. Reynolds -- Developing and using standards of sales performance / C. E. Smith -- Planning and organizing territorial coverage / Henry Wedemeyer -- Fact-finding for improved sales performance / Summer J. Robinson -- Analyzing selling-expense data for more profitable sales / James Dowd -- Part three. Leadership -- The field sales manager as a leader / Samuel N. Stevens -- Motivating salesman: Some personal observations / Robert P. Alberts -- Motivating salesmen: Some ends and means / Myles S. Gaythwaite -- Part four. Communication and reporting -- The field sales manager as a communicator / Don L. Rossiter -- Communicating with salesmen: Some do's and dont's / Clinton W. Blount -- Planning and conducting successful sales meetings / Robert A. Gopel -- Reporting sales data from the field: A chief sales executive's view / C. Matthews Dick, Jr. -- Managing the paperwork load in the field sales office / George R. Beach, Jr. -- Part five. Recruitment and selection -- The salesman and the sales job: Guides for selection / Milton M. Mandell -- Recruiting salesmen / Carl W. Maier -- Selecting salesmen / Robert E. Stevens -- Part six. Training and development -- Appraising and counseling salesmen / William Welp -- Training salesmen on the job / Ian E. McLaughlin -- Developing career salesmen / Arnold Michelson -- Developing sales supervisors / Robert F. Lovett -- The self-development of the field sales manager / Stanley F. Staples
  note: Albert Newgarden, editor.
  note: Includes bibliographical references.
  note: Current Copyright Fee: GBP20.00 0. Uk
  subject:
    topic: Sales management
  subject:
    topic: Sales Management.
  classification: HF5438 .N522
  classification: 658.81
  related item:
    title info:
      title: AMA management report series ; no. 00048
  identifier: 60012757
  access condition: Current Copyright Fee: GBP20.00 0. Uk
  record info:
    record content source: DLC
    record creation date: 800124
    record change date: 20151009060558.0
    record identifier: in00000214787
    language of cataloging:
      language term: eng