Rethinking sales management : (Record no. 13610)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02869cam a22003738a 4500 |
| 001 - CONTROL NUMBER | |
| control field | vtls000001918 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | VRT |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250102223853.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 081112s2007 nju |b 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 2007-019144 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780470513057 (cloth : alk. paper) |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | 14841499 |
| 039 #9 - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE] | |
| Level of rules in bibliographic description | 201402040100 |
| Level of effort used to assign nonsubject heading access points | VLOAD |
| Level of effort used to assign subject headings | 201010090900 |
| Level of effort used to assign classification | malmash |
| -- | 200811120930 |
| -- | musallam |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | DLC |
| Transcribing agency | DLC |
| Modifying agency | DLC |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.4 |
| Item number | .R64 2007 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8/1 |
| Edition information | 22 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Rogers, Beth, |
| Dates associated with a name | 1957- |
| 9 (RLIN) | 31605 |
| 245 10 - TITLE STATEMENT | |
| Title | Rethinking sales management : |
| Remainder of title | a strategic guide for practitioners / |
| Statement of responsibility, etc. | Beth Rogers. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Hoboken, N.J. : |
| Name of publisher, distributor, etc. | John Wiley & Sons Inc., |
| Date of publication, distribution, etc. | c2007. |
| 263 ## - PROJECTED PUBLICATION DATE | |
| Projected publication date | 0706 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | p. cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Introduction: everyone live by selling something -- Strategy -- The big picture -- The purchaser's view -- The B2B relationship box -- Using the relationship development box -- Strategic relationships -- Prospective relationships -- Tactical relationships: the power of low touch -- Co-operative relationships -- The end of relationships -- Strategic focus for the 21st century sales management -- Reputation management -- Working with marketing -- Leadership -- Process management -- Bibliography -- Index. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the 'customer portfolio matrix'. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer's point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Sales management. |
| 9 (RLIN) | 10441 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Table of contents only |
| Uniform Resource Identifier | <a href="http://www.loc.gov/catdir/toc/ecip0717/2007019144.html">http://www.loc.gov/catdir/toc/ecip0717/2007019144.html</a> |
| 856 42 - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Contributor biographical information |
| Uniform Resource Identifier | <a href="http://www.loc.gov/catdir/enhancements/fy0739/2007019144-b.html">http://www.loc.gov/catdir/enhancements/fy0739/2007019144-b.html</a> |
| 856 42 - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Publisher description |
| Uniform Resource Identifier | <a href="http://www.loc.gov/catdir/enhancements/fy0739/2007019144-d.html">http://www.loc.gov/catdir/enhancements/fy0739/2007019144-d.html</a> |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) | |
| a | 7 |
| b | rix |
| c | orignew |
| d | 1 |
| e | ecip |
| f | 20 |
| g | y-gencatlg |
| 925 0# - | |
| -- | acquire |
| -- | 2 shelf copies |
| -- | policy default |
| 955 ## - COPY-LEVEL INFORMATION (RLIN) | |
| -- | sb09 2007-05-08 to Dewey |
| 963 ## - | |
| -- | Elizabeth Vigier; phone: 201-748-6577; email: evigier@wiley.com; bc: lfrancis@wiley.co.uk |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Library of Congress Classification |
| Suppress in OPAC | No |
| 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 | Barcode | Date last seen | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | Library | Library | First Floor | 21/12/2024 | HF5438.4 .R64 2007 | 11184 | 21/12/2024 | 1 | 21/12/2024 | Books |