Sales management : (Record no. 4712)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02662nam a2200337 a 4500 |
| 001 - CONTROL NUMBER | |
| control field | ASIN0333710436 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | Ost |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20100814060510.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 100814s1998 xxu eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 8120305671 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9788120305670 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | KIM |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Still,Richard R. |
| 9 (RLIN) | 5271 |
| 245 10 - TITLE STATEMENT | |
| Title | Sales management : |
| Remainder of title | Decisionns,Strategies and Cases/ |
| Statement of responsibility, etc | Bill Donaldson. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | fifthed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc | New Jersey : |
| Name of publisher, distributor, etc | Prentice Hall, |
| Date of publication, distribution, etc | 2005. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 658p. |
| 500 ## - GENERAL NOTE | |
| General note | Hardcover. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | This edition incorporates several changes occurring in both the theory and practice of sales management. Included in the book are issues which consider appropriate organizational responses to changing markets and competition, such as key account selling, direct marketing and telesales. There is now more emphasis on managing sales operations than on the management of sales personnel. This is reflected in the importance of information technology as it affects sales operations, in particular database marketing. Further, more coverage has been given to the creation and maintenance of relationships between buyers and sellers and how this should be handled and managed. Finally, a more international perspective has been adopted to take cognisance that, for many companies, operating in European and global markets is now an imperative, not an option. The second edition has been revised to include three new chapters on the sales process; selling in international markets; and ethics in selling and sales management. The remaining chapters have been revised and updated, and three new larger case studies have been added. These cases may be used as the basis of more extensive class discussion, fo. |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Sales & marketing management. |
| 9 (RLIN) | 300 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Sales management. |
| 9 (RLIN) | 1698 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | BUSINESS & ECONOMICS / Management. |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Business & Economics / Marketing / General. |
| 9 (RLIN) | 303 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Sales & Marketing. |
| 9 (RLIN) | 1131 |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Amazon.com |
| Uniform Resource Identifier | <a href="http://www.amazon.com/exec/obidos/ASIN/0333710436/chopaconline-20">http://www.amazon.com/exec/obidos/ASIN/0333710436/chopaconline-20</a> |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Amazon customer reviews |
| Uniform Resource Identifier | <a href="http://www.chopac.org/cgi-bin/tools/azrev.pl?q=0333710436">http://www.chopac.org/cgi-bin/tools/azrev.pl?q=0333710436</a> |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Books |
| Source of classification or shelving scheme | Dewey Decimal Classification |
No items available.