Selling and sales management. / (Record no. 971)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01640cam a22002774a 4500 |
| 001 - CONTROL NUMBER | |
| control field | 14092810 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20210414113945.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 050830s2006 enka b 001 0 eng |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0273695797 (pbk.) |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | DLC |
| Transcribing agency | DLC |
| Modifying agency | UKM |
| -- | BWKUK |
| -- | DLC |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.25.J63 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Jobber, David, |
| 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, England ; |
| -- | New York : |
| 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 | Rev. ed. of: Sales technique and management / Geoffrey Lancaster. 1985. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references and index. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Contents: Sales perspective: Development and role of selling in marketing -- Sales strategies -- Sales environment: Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales technique: Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Sales management: Recruitment and selection -- Motivation and training -- Organisation and compensation -- Sales control: Sales forcasting and budgeting -- Sales evaluation -- Appendix: Examination technique. |
| 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. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Lancaster, Geoffrey, |
| 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 | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 05/28/2012 | HF5438.25.J63 | 2443/12 | 05/28/2012 | 1 | 05/28/2012 | Books | ||||||
| WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 05/28/2012 | HF5438.25.J631 | 2444/12 | 05/28/2012 | 2 | 05/28/2012 | Books | ||||||
| WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 05/28/2012 | HF5438.25.J632 | 2445/12 | 05/28/2012 | 3 | 05/28/2012 | Books | ||||||
| WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 05/28/2012 | HF5438.25.J633 | 2446/12 | 05/28/2012 | 4 | 05/28/2012 | Books | ||||||
| WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 05/28/2012 | HF5438.25.J634 | 2465/12 | 05/28/2012 | 5 | 05/28/2012 | Books | ||||||
| WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 05/28/2012 | HF5438.25.J635 | 2466/12 | 05/28/2012 | 6 | 05/28/2012 | Books |