Sales management: text and cases. / (Record no. 2418)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01172nam a22001577a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 121010t xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9789350246863 |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.4.G34 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Ghosh, P.K |
| 245 ## - TITLE STATEMENT | |
| Title | Sales management: text and cases. / |
| Statement of responsibility, etc. | P.K. Ghosh |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New Delhi: |
| Name of publisher, distributor, etc. | Himalaya Publishing House, |
| Date of publication, distribution, etc. | c2010. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 666 p.: |
| Other physical details | ill.; |
| Dimensions | 27cm. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Contents: Introduction to sales management -- Basic concepts of sales management -- Sales planning -- Sales forecasting -- Selling process -- Sales organisation -- Sales control -- Time and territory management -- Negotiation process -- Scientific basis for allocation of selling resources new concepts: KRA-ABC, S.C.E.I and R.O.A.M -- Sales direction, guidance, motivation -- Sales shaffing: recruitment, selection, training and development -- Evaluating sales performance -- Sales performance: problems and solution -- Marketing communication system -- A Case on sales management: an optimum solution -- Relationship building for effective sales management -- Retailing and merchandising: pulling prospects -- The Art of effective selling. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term following geographic name entry element | Sales management |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Permanent location | Current location | Shelving location | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | Reference | 10/10/2012 | HF5438.4.G34 | 6435/12 | 10/10/2012 | 10/10/2012 | Books |