Selling and sales management / (Record no. 5928)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01130cam a2200217 a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 8177584529 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9788177584523 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | English |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Item number | JOB.S |
| 100 1# - MAIN ENTRY--AUTHOR NAME | |
| Author name | Jobber, David, |
| Dates associated with a name | 1947- |
| 245 10 - TITLE STATEMENT | |
| Title | Selling and sales management / |
| Statement of responsibility, etc | David Jobber, Geoffrey Lancaster. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 6th ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | India ; |
| Name of publisher | Pearson Education, |
| Year of publication | 2006. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | xviii, 476 p. : |
| Other physical details | ill. ; |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc | Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Subject | Selling. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Subject | Sales management. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Author 2/ Editor | Lancaster, Geoffrey, |
| Dates associated with a name | 1938- |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| 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| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date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 | Full call number | Accession Number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Institute of Public Enterprise, Library | Institute of Public Enterprise, Library | S Campus | 04/01/2008 | 658.81 JOB.S | 34147 | 06/08/2020 | Books |
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