MARC details
| 000 -LEADER |
|---|
| fixed length control field |
04784nam a2200793 a 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
BDZ0010617765 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
StDuBDS |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20180923150156.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
100728s2011 enka f 001|0|eng|d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2010933155 |
| 015 ## - NATIONAL BIBLIOGRAPHY NUMBER |
|---|
| National bibliography number |
GBB097893 |
| Source |
bnb |
| 016 7# - NATIONAL BIBLIOGRAPHIC AGENCY CONTROL NUMBER |
|---|
| Record control number |
015629148 |
| Source |
Uk |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780199569458 (hbk.) : |
| Terms of availability |
£85.00 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0199664617 |
| Qualifying information |
(pbk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780199569458 |
| Qualifying information |
(hbk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0199569452 |
| Qualifying information |
(hbk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780199664610 |
| Qualifying information |
(pbk.) |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
AU@ |
| System control number |
000046733194 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
CHBIS |
| System control number |
006599128 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
CHNEW |
| System control number |
000521551 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
CHNEW |
| System control number |
000877672 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
CHSLU |
| System control number |
000984496 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
CHVBK |
| System control number |
027285014 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
CHVBK |
| System control number |
035777605 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
CHVBK |
| System control number |
175607591 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
CHVBK |
| System control number |
365956694 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
NZ1 |
| System control number |
13837497 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
UNITY |
| System control number |
122321367 |
| 029 1# - OTHER SYSTEM CONTROL NUMBER (OCLC) |
|---|
| OCLC library identifier |
UNITY |
| System control number |
127670084 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)656767534 |
| Canceled/invalid control number |
(OCoLC)801589823 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
StDuBDS |
| Language of cataloging |
eng |
| Transcribing agency |
StDuBDS |
| Modifying agency |
StDuBDSZ |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
lccopycat |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5415.13 |
| 072 #7 - SUBJECT CATEGORY CODE |
|---|
| Subject category code |
BUS |
| Source |
ukslc |
| 072 #7 - SUBJECT CATEGORY CODE |
|---|
| Subject category code |
KJC |
| Source |
thema |
| 072 #7 - SUBJECT CATEGORY CODE |
|---|
| Subject category code |
KJS |
| Source |
thema |
| 072 #7 - SUBJECT CATEGORY CODE |
|---|
| Subject category code |
KJU |
| Source |
thema |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.8 CRA |
| Edition number |
22 |
| 245 04 - TITLE STATEMENT |
|---|
| Title |
The Oxford handbook of strategic sales and sales management / |
| Statement of responsibility, etc. |
edited by David W. Cravens, Kenneth Le Meunier-FitzHugh and Nigel F. Piercy. |
| 246 30 - VARYING FORM OF TITLE |
|---|
| Title proper/short title |
Strategic sales and sales management |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
Oxford : |
| Name of publisher, distributor, etc. |
Oxford University Press, |
| Date of publication, distribution, etc. |
2011. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xxi, 637 p. : |
| Other physical details |
ill. ; |
| Dimensions |
26 cm. |
| 336 ## - CONTENT TYPE |
|---|
| Content type code |
txt |
| 337 ## - MEDIA TYPE |
|---|
| Media type code |
n |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type code |
nc |
| 490 1# - SERIES STATEMENT |
|---|
| Series statement |
Oxford handbooks |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Overview of strategic sales and sales management / David W. Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy -- The evolution of the strategic sales organization / Nigel F. Piercy and Nikala Lane -- Stragetic leadership in sales: understanding the relationship between the role of the salesperson and the role of sales manager / Karen Flaherty -- Achieving sales organization effectiveness / David W. Cravens -- The changing sales environment: implications for sales and sales management research and practice / Nick Lee -- Structuring the sales force for customer and company success / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer -- Sales force-generated marketing intelligence / Kenneth R. Evans and C. Fred Miao -- Management of a contracted sales force (manufacturer representatives) / Thomas E. DeCarlo -- Training and rewards / Mark W. Johnston -- Addressing job stress in the sales force / Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker, Jr. -- Sizing the sales force and designing sales territories for results / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer -- Customer selection to acquire, retain, and grow / Andrea L. Dixon -- Customer relationship management and the sales force / Thomas W. Leigh -- The use of organizational climate in sales force research / Steven P. Brown, Manoshi Samaraweera, and William Zahn -- Salespeople's influence on consumers' and business buyers' goals and wellbeing / Harish Sujan -- Sales technology / Gary K. Hunter -- Organizational commitment to sales / Wesley J. Johnston and Linda D. Peters -- The strategic role of the selling function: a resource-based framework / Thomas W. Leigh [and others] -- Sales force agility, strategic thinking, and value propositions / Larry B. Chonko and Eli Jones -- The importance of effective working relationships between sales and marketing / Kenneth Le Meunnier-Fitzhugh and Graham R. Massey -- Marketing: the anchor for sales / Noel Capon. |
| 520 8# - SUMMARY, ETC. |
|---|
| Summary, etc. |
'The Oxford Handbook of Strategic Sales and Sales Management' is a comprehensive overview of the latest research in the area by leading international academics. The handbook is suitable for academics, professionals, and those taking professional qualifications in sales and marketing. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales management. |
| 9 (RLIN) |
773 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Marketing |
| General subdivision |
Management |
| 9 (RLIN) |
351 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Marketing |
| General subdivision |
Management |
| 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 |
Business strategy |
| Source of heading or term |
thema |
| 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 |
Organizational theory & behaviour |
| Source of heading or term |
thema |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Cravens, David W. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Le Meunier-FitzHugh, Kenneth. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Piercy, Nigel. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Cravens, David W. |
| 9 (RLIN) |
774 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Le Meunier-FitzHugh, Kenneth. |
| 9 (RLIN) |
775 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Piercy, Nigel. |
| 9 (RLIN) |
776 |
| 830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE |
|---|
| Uniform title |
Oxford handbooks. |
| 9 (RLIN) |
777 |
| 938 ## - LOCAL MISCELLANEOUS DATA |
|---|
| a |
Baker and Taylor |
| b |
BTCP |
| n |
BK0011544228 |
| 938 ## - LOCAL MISCELLANEOUS DATA |
|---|
| a |
Coutts Information Services |
| b |
COUT |
| n |
13249310 |
| 938 ## - LOCAL MISCELLANEOUS DATA |
|---|
| a |
YBP Library Services |
| b |
YANK |
| n |
100552522 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Koha item type |
Long Loan |