MARC details
000 -LEADER |
fixed length control field |
02216nam a2200409 a 4500 |
001 - CONTROL NUMBER |
control field |
BDZ0006772280 |
003 - CONTROL NUMBER IDENTIFIER |
control field |
StDuBDS |
005 - DATE AND TIME OF LATEST TRANSACTION |
control field |
20180923143953.0 |
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
fixed length control field |
050810s2006 enka f b 001 0 eng d |
020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
International Standard Book Number |
9780273695790 (pbk.) : |
Terms of availability |
£36.99 |
020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
International Standard Book Number |
9780273695790 |
040 ## - CATALOGING SOURCE |
Original cataloging agency |
StDuBDS |
Transcribing agency |
StDuBDS |
Modifying agency |
StDuBDSZ |
050 #4 - LIBRARY OF CONGRESS CALL NUMBER |
Classification number |
HF5438.25 |
072 #7 - SUBJECT CATEGORY CODE |
Subject category code |
BUS |
Source |
ukslc |
072 #7 - SUBJECT CATEGORY CODE |
Subject category code |
KJS |
Source |
thema |
082 0# - DEWEY DECIMAL CLASSIFICATION NUMBER |
Classification number |
658.85 JOB |
100 1# - MAIN ENTRY--PERSONAL NAME |
Personal name |
Jobber, David, |
Dates associated with a name |
1947- |
245 10 - TITLE STATEMENT |
Title |
Selling and sales management / |
Statement of responsibility, etc. |
David Jobber and Geoff Lancaster. |
250 ## - EDITION STATEMENT |
Edition statement |
7th ed. |
260 ## - PUBLICATION, DISTRIBUTION, ETC. |
Place of publication, distribution, etc. |
Harlow : |
Name of publisher, distributor, etc. |
Financial Times Prentice Hall, |
Date of publication, distribution, etc. |
2006. |
300 ## - PHYSICAL DESCRIPTION |
Extent |
xxi, 526 p. : |
Other physical details |
ill. ; |
Dimensions |
25 cm. |
500 ## - GENERAL NOTE |
General note |
Previous ed.: 2003. |
504 ## - BIBLIOGRAPHY, ETC. NOTE |
Bibliography, etc. note |
Includes bibliographical references (p. 512-513) 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 Techniques 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. |
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 |
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 |
.b1040112x |
b |
main |
c |
- |
942 ## - ADDED ENTRY ELEMENTS (KOHA) |
Suppress in OPAC |
0 |
960 ## - PHYSICAL LOCATION (RLIN) |
Physical location, PLOC (RLIN) |
main |
Copies |
5 |
Cataloging date |
071001 |
Code1 |
- |
Code2 |
- |
Code3 |
- |
Code4 |
- |
Acquisition type - method of paying for the material |
p |
Claim – claiming activity |
- |
Estimated price |
59.21 |
Form – physical form |
b |
Fund |
none |
Order date |
2007-08-03 |
Order note |
- |
Order type |
f |
Receiving action |
- |
Received date |
2007-09-07 |
Receiving location |
a |
Billing location |
q |
Status |
a |
Temporary shelving location |
p |
Vendor |
daw |
Language |
eng |
Country |
enk |
Volumes |
0 |
Millennium order record number |
.o1006719x |
961 ## - REQUESTOR & SELECTOR |
Foreign currency |
gbp39.99 |
Selector |
Jo Corkery |
Locations |
main |
Funds |
none |
998 ## - LOCAL CONTROL INFORMATION (RLIN) |
Operator's initials, OID (RLIN) |
0 |
Cataloger's initials, CIN (RLIN) |
070803 |
First Date, FD (RLIN) |
m |
Local |
a |
-- |
- |
-- |
0 |