International sales steering by result framing : (Record no. 1485)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02751nam a2200229 i 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | MIUC |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20200219093845.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 171226s2014 gw a 001 | eng |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9783658063511 |
| 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) | 3154 |
| Personal name | Lasko, Wolf |
| 952 ## - Items | |
| Itemnumber | 1809 |
| 245 10 - TITLE STATEMENT | |
| Title | International sales steering by result framing : |
| Remainder of title | how to ensure your sales results on a global level / |
| Statement of responsibility, etc. | Wolf W. Lasko, Lara M. Lasko. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Deustche : |
| Name of publisher, distributor, etc. | Springer, |
| Date of publication, distribution, etc. | 2014. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 231 p. ; |
| Dimensions | 24 cm. |
| 336 ## - CONTENT TYPE | |
| Source | rdacontent |
| Content type term | text |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Pt. 1. The exigency of a new sales steering by result framing -- <br/>Ch. 1. Result frames provide a sturdy frame of orientation and behavior -- <br/>Ch. 2. Result frames enable reliable project steering -- <br/>Ch. 3. Result frames replace motivation -- <br/>Ch. 4. Result frames take hold faster than change processes -- <br/>Ch. 5. Result frames prevent unproductive data floods -- <br/>Ch. 6. Result frames are also effective with complex IT -- <br/>Ch. 7. Result frames provide action impulses instead of ex-post intelligence -- <br/>Ch. 8. Result frames have clearly defined sales steering instruments -- <br/>Ch. 9. Result frames support informational learning -- <br/>Ch. 10. Result frames can be used globally -- <br/>Pt. 2. The innovative force of the eight sales steering instruments -- <br/>Ch. 11. Points of difference -- <br/>Ch. 12. Potential lines -- <br/>Ch. 13. Winning new customers -- <br/>Ch. 14. Potentials matrix -- <br/>Ch. 15. Political poster -- <br/>Ch. 16. Success platform -- <br/>Ch. 17. Negotiation -- <br/>Ch. 18. Charisma -- <br/>Pt. 3. Practical use of sales steering instruments -- <br/>Ch. 19. Variable utilization of instruments -- <br/>Ch. 20. Implementation in pragmatic action programs -- <br/>Ch. 21. Helpful drivers -- <br/>Ch. 22. Obstructive snares. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | This book provides sales management with a new steering tool that is oriented toward future revenue and profits while setting new, concise, and directly applicable work frames. These work frames are necessary because many companies feel that their spending on training their sales force is a waste of time and money; they complain about the lack of improvement and continued low performance. The authors explain why the outlook for current sales steering – as it is practiced in many companies acting on an international scale – is rather bleak and why this highly dissatisfactory entrepreneurial situation must be urgently corrected. These leadership deficits can, from the authors' point of view, be compensated only with the installation of a mindset and a scope of action that is strictly aligned toward company success: sales steering by result framing. |
| 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) | 3155 |
| Personal name | Lasko, Lara |
| 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 | Full call number | Date last seen | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Marbella International University Centre | Marbella International University Centre | Library | 22/10/2018 | 658.81 LAS int | 22/10/2018 | 22/10/2018 | Books |