Sales and Key Account Management / (Record no. 3719)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01745cam a2200253 4500 |
| 001 - CONTROL NUMBER | |
| control field | vtls000001904 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | VRT |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250102222819.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 081112s2005 enka f| 001 0 eng |
| 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 | 201402040059 |
| Level of effort used to assign nonsubject heading access points | VLOAD |
| Level of effort used to assign subject headings | 201008021226 |
| Level of effort used to assign classification | malmash |
| Level of effort used to assign subject headings | 200811121249 |
| Level of effort used to assign classification | venkatrajand |
| Level of effort used to assign subject headings | 200811121248 |
| Level of effort used to assign classification | venkatrajand |
| -- | 200811120835 |
| -- | musallam |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.4 |
| Item number | .P354 2005 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Blythe, Jim. |
| 9 (RLIN) | 10440 |
| 245 10 - TITLE STATEMENT | |
| Title | Sales and Key Account Management / |
| Statement of responsibility, etc. | Jim Blythe. |
| 246 14 - 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 ## - 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. Internationalisation. 12. Exhibitions and Trade Fairs. 13. Ethics, Consumer Protection and the Law. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | This new core text focuses on all branches of selling and sales management, from personal selling through to key account management. It focuses on business-to-business selling as well as the sale of consumer products. It also includes a wealth of real examples used throughout the text and four major case studies at the end of each part. Case material is drawn from a range of diverse industries, both MNEs and SMEs--software corporations, major construction projects, cosmetics, small engineering companies and the B2C selling of home improvements and brown goods. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Sales management. |
| 9 (RLIN) | 10441 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Selling. |
| 9 (RLIN) | 10442 |
| 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 | Barcode | Date last seen | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | Library | Library | First Floor | 21/12/2024 | 9697 | 21/12/2024 | 1 | 21/12/2024 | Books |