MARC details
| 000 -LEADER |
|---|
| fixed length control field |
02859nam a2200553 i 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
BDZ0023884164 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
StDuBDS |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20180923150108.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
150327s2015 enka f b 001|0|eng|d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2014046929 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781292078007 (pbk.) : |
| Terms of availability |
£52.99 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| Canceled/invalid ISBN |
9781292078038 (PDF ebook) : |
| Terms of availability |
No price |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| Canceled/invalid ISBN |
9781292078014 (ebook) : |
| Terms of availability |
No price |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781292078007 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
StDuBDS |
| Language of cataloging |
eng |
| Transcribing agency |
StDuBDS |
| Modifying agency |
StDuBDSZ |
| Description conventions |
rda |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| 050 #0 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.25 |
| Item number |
.J63 2015 |
| 072 #7 - SUBJECT CATEGORY CODE |
|---|
| Subject category code |
BUS |
| Source |
ukslc |
| 072 #7 - SUBJECT CATEGORY CODE |
|---|
| Subject category code |
KJS |
| Source |
thema |
| 072 #7 - SUBJECT CATEGORY CODE |
|---|
| Subject category code |
KJMV7 |
| Source |
thema |
| 082 0# - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.81 JOB |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Jobber, David, |
| Dates associated with a name |
1947- |
| Relator term |
author. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Selling and sales management. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
Tenth edition / |
| Remainder of edition statement |
David Jobber and Geoff Lancaster. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
Harlow, England : |
| Name of publisher, distributor, etc. |
Pearson, |
| Date of publication, distribution, etc. |
2015. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
Harlow, England ; |
| -- |
New York |
| Name of producer, publisher, distributor, manufacturer |
Pearson |
| Date of production, publication, distribution, manufacture, or copyright notice |
[2015] |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xxii, 522 pages : |
| Other physical details |
illustrations (colour) ; |
| Dimensions |
25 cm |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Previous edition: 2012. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Part one.Sales perspective -- 1.Development and role of selling in marketing -- 2.Sales strategies -- Part two.Sales environment -- 3.Consumer and organisational buyer behaviour -- 4.Sales settings -- 5.International selling -- 6.Law and ethical issues -- Part three.Sales technique -- 7.Sales responsibilities and preparation -- 8.Personal selling skills -- 9.Key account management -- 10.Relationship selling -- 11.Direct marketing -- 12.Internet and IT applications in selling and sales management -- Part four.Sales management -- 13.Recruitment and selection -- 14.Motivation and training -- 15.Organisation and compensation -- Part five.Sales control -- 16.Sales forecasting and budgeting -- 17.Salesforce evaluation -- Appendix. Case studies and discussion questions. |
| 520 8# - SUMMARY, ETC. |
|---|
| Summary, etc. |
Logically structured, this book covers the practice of selling, sales channels, recruitment and training, and sales control. This edition places particular emphasis on the international aspects of selling and sales management. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales management. |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Business and Management. |
| Source of heading or term |
ukslc |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales & marketing |
| Source of heading or term |
thema |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales & marketing management |
| Source of heading or term |
thema |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Lancaster, Geoffrey, |
| Dates associated with a name |
1938- |
| Relator term |
author. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Lancaster, Geoffrey, |
| Dates associated with a name |
1938- |
| 902 ## - LOCAL DATA ELEMENT B, LDB (RLIN) |
|---|
| a |
170814 |
| 907 ## - LOCAL DATA ELEMENT G, LDG (RLIN) |
|---|
| a |
.b11738030 |
| b |
main |
| c |
- |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Suppress in OPAC |
0 |
| 960 ## - PHYSICAL LOCATION (RLIN) |
|---|
| Physical location, PLOC (RLIN) |
main |
| Copies |
1 |
| Cataloging date |
150626 |
| Code1 |
- |
| Code2 |
- |
| Code3 |
- |
| Code4 |
- |
| Acquisition type - method of paying for the material |
p |
| Claim – claiming activity |
- |
| Estimated price |
74.95 |
| Form – physical form |
b |
| Fund |
abc |
| Order date |
2015-06-09 |
| Order note |
- |
| Order type |
f |
| Receiving action |
- |
| Received date |
2015-06-25 |
| Receiving location |
a |
| Billing location |
q |
| Status |
a |
| Temporary shelving location |
p |
| Vendor |
bookn |
| Language |
eng |
| Country |
ie |
| Volumes |
0 |
| Millennium order record number |
.o10124214 |
| 961 ## - REQUESTOR & SELECTOR |
|---|
| Selector |
B Flaherty |
| -- |
Order printed 17-06-2015 12:02 |
| Locations |
main |
| Funds |
abc |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| Operator's initials, OID (RLIN) |
0 |
| Cataloger's initials, CIN (RLIN) |
150609 |
| First Date, FD (RLIN) |
m |
| Local |
a |
| -- |
- |
| -- |
0 |