MARC details
| 000 -LEADER |
|---|
| fixed length control field |
02850cam a22004091i 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
4985753 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20180724101819.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
130819s2014 enka 001|0|eng|d |
| 015 ## - NATIONAL BIBLIOGRAPHY NUMBER |
|---|
| National bibliography number |
GBB5D0853 |
| Source |
bnb |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781292023458 (paperback) : |
| Terms of availability |
£55.99 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
1292023457 (paperback) : |
| Terms of availability |
£55.99 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(Uk)016492528 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
3527294 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
StDuBDS |
| Language of cataloging |
eng |
| Transcribing agency |
StDuBDS |
| Description conventions |
rda |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
ukblsr |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.81 |
| Edition number |
23 |
| Item number |
T.J.S |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Tanner, Jeff, |
| Relator term |
author. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Sales management : |
| Remainder of title |
shaping future sales leaders / |
| Statement of responsibility, etc |
Tanner, Honeycutt, Erffmeyer. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
First edition. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
Pearson new international edition. |
| 264 #1 - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Harlow, Essex : |
| Name of publisher, distributor, etc |
Pearson, |
| Date of publication, distribution, etc |
[2014] |
| 264 #4 - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Date of publication, distribution, etc |
©2014 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
ii, 452 pages : |
| Other physical details |
illustrations (colour) ; |
| Dimensions |
28 cm. |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Source |
rdacontent |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
still image |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
unmediated |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
volume |
| Source |
rdacarrier |
| 490 0# - SERIES STATEMENT |
|---|
| Series statement |
Pearson custom library |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
business bookfair2016 |
| 505 8# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Part One - Strategic PlanningChapter 1: Introduction to Sales Management Chapter 2: The Sales Function and Multi-Sales Channels Part Two - Sales LeadershipChapter 3: Leadership and the Sales Executive Chapter 4: Ethics, the Law, and Sales Leadership Part Three -Analyzing Customers and MarketsChapter 5: Business-to-Business (B2B) Sales and Customer Relationship ManagementChapter 6: Leveraging Information Technologies Part Four - Designing and Developing the Sales ForceChapter 7: Designing and Organizing the Sales ForceChapter 8: Recruiting and Selecting the Right Salespeople Chapter 9: Training and Developing the Sales Force Part Five - Process ManagementChapter 10: Supervising, Managing, and Leading Salespeople Individually and in TeamsChapter 11: Setting Goals and Managing the Sales Force's Performance Chapter 12: Motivating and Rewarding Salespeople Part Six - Measurement, Analysis, and Knowledge Management Chapter 13: Turning Customer Information into Knowledge Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise ItChapter 15: Internal and External Cultural Forces That Affect a Firm's Sales Performance Part Seven - Cases---there are 12 cases total. The exact order of cases and exact titles is still being determined---sample title: Case 1 Wellco Distributors: Considering a Diversity Program |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
For courses in sales management.Sales Management, 1/e is the only book on the market that prepares students to become effective sales managers in today's hyper-competitive, global economy-by integrating current technology, research, and strategic thinking activities. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales management. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Honeycutt, Earl D., |
| Relator term |
author. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Erffmeyer, Robert, |
| Relator term |
author. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Koha item type |
Books |