Sales management demystified : (Record no. 2358)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02038cam a2200337 a 4500 |
| 001 - CONTROL NUMBER | |
| control field | 22339885 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | KWUST |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20230706164557.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS | |
| fixed length control field | m |o d | |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION | |
| fixed length control field | cr ||||||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 061117s2007 nyua o 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER | |
| LC control number | 2020754174 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9780071486545 |
| Qualifying information | ebook |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 0071486542 (pbk. : alk. paper) |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | DLC |
| Language of cataloging | eng |
| Description conventions | pn |
| Transcribing agency | DLC |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.4.C345 2007 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8/1 |
| Edition number | 22 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Calvin, Robert J. |
| 245 10 - TITLE STATEMENT | |
| Title | Sales management demystified : |
| Remainder of title | a self-teaching guide / |
| Statement of responsibility, etc. | Robert J. Calvin. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New York : |
| Name of publisher, distributor, etc. | McGraw-Hill, |
| Date of publication, distribution, etc. | c2007. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | (xiii, 400 p. |
| 490 0# - SERIES STATEMENT | |
| Series statement | Demystified series |
| 500 ## - GENERAL NOTE | |
| General note | Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Creating the sales force -- People, process, technology, performance -- Hiring the best, terminating the rest -- Job description, candidate profile and sourcing -- Screening and selecting -- Training for results -- Product, competitor and customer knowledge -- Selling skills -- Field coaching and sales meetings -- Sales force compensation -- Total sales force compensation -- Between fixed and performance pay -- Salary, commission and bonus plans. reimbursed expenses -- Sales force organization -- Channel choice and architecture -- Sizing and deployment -- Time and territory management -- Goal setting -- Sales forecasting and sales planning -- Motivating sales people -- Recognition, feeling important, challenge and achievement, freedom and authority -- Personal growth, esteem, belonging, leadership, sales contests -- Performance management -- Performance evaluations -- Final thoughts. |
| 588 ## - SOURCE OF DESCRIPTION NOTE | |
| Source of description note | Description based on print version record and CIP data provided by publisher; resource not viewed. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Sales management. |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY | |
| Relationship information | Print version: |
| Title | Sales management demystified |
| Place, publisher, and date of publication | New York : McGraw-Hill, c2007. |
| International Standard Book Number | 0071486542 (pbk. : alk. paper) |
| Record control number | (DLC) 2006038612 |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) | |
| a | 0 |
| b | cbc |
| c | origcop |
| d | 1 |
| e | ecip |
| f | 20 |
| g | y-gencatlg |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Library of Congress 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 | Inventory number | Total Checkouts | Full call number | Barcode | Date last seen | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | KWUST-Main Library | KWUST-Main Library | General Stacks | 07/06/2023 | 341/04-2023 | HF5438.4.C345 2007 | 2023-0561 | 06/10/2024 | C,1 | 07/06/2023 | Books | |||||
| Library of Congress Classification | KWUST-Main Library | KWUST-Main Library | General Stacks | 07/06/2023 | 342/04-2023 | HF5438.4.C345 2007 | 2023-0562 | 07/06/2023 | C,2 | 07/06/2023 | Books |