Selling and sales management / (Record no. 1371)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02269nam a2200265 i 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | MIUC |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20200303143543.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 170620s2014 enka 001 | eng |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780273720652 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | MIUC |
| Language of cataloging | eng |
| Transcribing agency | MIUC |
| 082 0# - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| 9 (RLIN) | 42 |
| Personal name | Jobber, David |
| 952 ## - Items | |
| Itemnumber | 1694 |
| 245 10 - TITLE STATEMENT | |
| Title | Selling and sales management / |
| Statement of responsibility, etc. | David Jobber, Geoffrey Lancaster. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 8th ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Harlow, etc. : |
| Name of publisher, distributor, etc. | Prentice Hall Financial Times, |
| Date of publication, distribution, etc. | 2009. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xx, 546 p. : |
| Other physical details | ill. b&w ; |
| Dimensions | 25 cm. |
| 336 ## - CONTENT TYPE | |
| Source | rdacontent |
| Content type term | text |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Pt. 1. Sales perspective -- <br/>Ch. 1. Development and role of selling in marketing -- <br/>Ch. 2. Sales strategies -- <br/>Pt. 2. Sales environment -- <br/>Ch. 3. Consumer and organisational buyer behaviour -- <br/>Ch. 4. Sales settings -- <br/>Ch. 5. International selling -- <br/>Ch. 6. Law and ethical issues -- <br/>Pt. 3. Sales technique -- <br/>Ch. 7. Sales responsibilities and preparation -- <br/>Ch. 8. Personal selling skills -- <br/>Ch. 9. Key account management -- <br/>Ch. 10. Relationship selling -- <br/>Ch. 11. Direct marketing -- <br/>Ch. 12. Internet and IT applications in selling and sales management -- <br/>Pt. 4. Sales management -- <br/>Ch. 13. Recruitment and selection -- <br/>Ch. 14. Motivation and training -- <br/>Ch. 15. Organisation and control -- <br/>Pt. 5. Sales control -- <br/>Ch. 16. Sales forecasting and budgeting -- <br/>Ch. 17. Salesforce evaluation -- <br/>Appendix: Cases and discussion questions. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Selling and Sales Management 8 ed. is essential reading for all marketing and management students and practitioners, in particular, those with specific interests in the world of sales. The text is split into five logical parts: Sales Perspective, Sales Technique, Sales Environment, Sales Management and Sales Control. <br/><br/>This edition places emphasis on international aspects of selling and sales management whilst also covering all of the important elements of the marketing mix. Topics covered include Sales Strategies, Key Account Management, Sales Forecasting and Budgeting, and the Role of Selling in Marketing. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| 9 (RLIN) | 3138 |
| Topical term or geographic name entry element | Selling |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| 9 (RLIN) | 3127 |
| Topical term or geographic name entry element | Sales management |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Relator code | aut |
| 9 (RLIN) | 3393 |
| Personal name | Lancaster, Geoffrey, |
| Dates associated with a name | 1938- |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Total Checkouts | Total Renewals | Full call number | Date last seen | Date last checked out | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Marbella International University Centre | Marbella International University Centre | Library | 10/10/2018 | 4 | 4 | 658.81 JOB sel | 26/01/2023 | 25/01/2023 | 10/10/2018 | Books |