Taylor's Library

Sales management : (Record no. 39735)

000 -LEADER
fixed length control field 02387cam a2200265 a 4500
001 - CONTROL NUMBER
control field vtls003144960
003 - CONTROL NUMBER IDENTIFIER
control field MY-SjTCS
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20200306163148.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 110218s2009 nyua b 001 0 eng
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780765622594 (pbk.)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0765622599 (pbk.)
039 #9 - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE]
Level of rules in bibliographic description 201102181750
Level of effort used to assign nonsubject heading access points VLOAD
Level of effort used to assign subject headings 200909181443
Level of effort used to assign classification azura
Level of effort used to assign subject headings 200909021129
Level of effort used to assign classification shahriman
-- 200907211309
-- chon ling
082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.81
Item number SAL
245 00 - TITLE STATEMENT
Title Sales management :
Remainder of title analysis and decision making /
Statement of responsibility, etc. Thomas N. Ingram ... [et al.].
250 ## - EDITION STATEMENT
Edition statement 7th ed.
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. Armonk, N.Y. :
Name of publisher, distributor, etc. M.E. Sharpe,
Date of publication, distribution, etc. c2009.
300 ## - PHYSICAL DESCRIPTION
Extent xxiii, 398 p. :
Other physical details ill. ;
Dimensions 28 cm.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes bibliographical references (p. 367-383) and index.
505 0# - FORMATTED CONTENTS NOTE
Formatted contents note Ch. 1. Changing World of Sales Management -- Pt. 1. Describing the Personal Selling Function -- Ch. 2. Overview of Personal Selling -- Pt. 2. Defining the Strategic Role of the Sales Function -- Ch. 3. Organizational Strategies and the Sales Function -- Ch. 4. Sales Organization Structure and Salesforce Deployment -- Appendix 4. Developing Forecasts -- Pt. 3. Developing the Salesforce -- Ch. 5. Acquiring Sales Talent: Recruitment and Selection -- Ch. 6. Continual Development of the Salesforce: Sales Training -- Pt. 4. Directing the Salesforce -- Ch. 7. Sales Leadership, Management, and Supervision -- Ch. 8. Motivation and Reward System Management -- Pt. 5. Determining Salesforce Effectiveness and Performance -- Ch. 9. Evaluating the Effectiveness of the Organization -- Ch. 10. Evaluating the Performance of Salespeople -- Cases.
520 ## - SUMMARY, ETC.
Summary, etc. "The new Seventh Edition of Sales Management blends the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies." "Sales Management includes current coverage of the trends and issues in sales management and equips students with a strong foundation and skills necessary for the 21st century."--BOOK JACKET.
590 ## - LOCAL NOTE (RLIN)
Local note Australian Degree Programme : MARK2013
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Sales management.
9 (RLIN) 228496
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name Ingram, Thomas N.
9 (RLIN) 9043
920 ## - Programme
Programme UNISA/5
999 ## - SYSTEM CONTROL NUMBERS (KOHA)
Koha biblionumber 39735
Koha biblioitemnumber 39735
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Permanent Location Current Location Date acquired Cost, normal purchase price Total Checkouts Barcode Date last seen Date last checked out Copy number Uniform Resource Identifier Cost, replacement price Koha item type Public note
          Taylor's Library-TU Taylor's Library-TU 2009-09-02 375.33 10 5000002840 2019-12-05 2014-06-12 1 Floor 4, Shelf 27 , Side 1, TierNo 2, BayNo 3 375.33 Main Collection TBSxx,34007,03,AD