| 000 -LEADER |
|---|
| fixed length control field |
01173cam a2200241 a 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
vtls003027238 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
MY-SjTCS |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20200306163621.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
110218s2005 enka b 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
1844800237 |
| 039 #9 - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE] |
|---|
| Level of rules in bibliographic description |
201102181553 |
| Level of effort used to assign nonsubject heading access points |
VLOAD |
| Level of effort used to assign subject headings |
200608021122 |
| Level of effort used to assign classification |
pushpa |
| Level of effort used to assign subject headings |
200607250856 |
| Level of effort used to assign classification |
fadilah |
| Level of effort used to assign subject headings |
200607241652 |
| Level of effort used to assign classification |
fadilah |
| -- |
200604250949 |
| -- |
fadilah |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.81 |
| Item number |
BLY |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Blythe, Jim. |
| 9 (RLIN) |
18169 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Sales and key account management / |
| Statement of responsibility, etc. |
Jim Blythe. |
| 246 3# - VARYING FORM OF TITLE |
|---|
| Title proper/short title |
Sales & key account management. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
London : |
| Name of publisher, distributor, etc. |
Thomson Learning, |
| Date of publication, distribution, etc. |
c2005. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xii, 290 p. : |
| Other physical details |
ill. ; |
| Dimensions |
25 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
1. Selling and its strategic role - 2. Buyer behaviour - 3. Preparing to sell - 4. The sales presentation - 5. Selling to major accounts - 6. Recruitment - 7. Training - 8. Motivation and remuneration - 9. Forecasting and budgeting - 10. Monitoring and feedback - 11. Internationalization - 12. Exhibitions and trade fairs - 13. Ethics, consumer protection and the law - Index. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales management. |
| 9 (RLIN) |
236631 |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling. |
| 9 (RLIN) |
236632 |
| 920 ## - Programme |
|---|
| Programme |
TCHT: 665780 |
| 999 ## - SYSTEM CONTROL NUMBERS (KOHA) |
|---|
| Koha biblionumber |
43811 |
| Koha biblioitemnumber |
43811 |
