Sales management : (Record no. 41988)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02129nam a2200289 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | IE-CoIT |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20190311200358.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 1998 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 003010629X |
| 029 ## - OTHER SYSTEM CONTROL NUMBER (OCLC) | |
| OCLC library identifier | T30842 |
| 029 ## - OTHER SYSTEM CONTROL NUMBER (OCLC) | |
| OCLC library identifier | T30843 |
| 040 ## - CATALOGING SOURCE | |
| Modifying agency | OCoLC |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Futrell, Charles. |
| 9 (RLIN) | 8832 |
| 245 10 - TITLE STATEMENT | |
| Title | Sales management : |
| Remainder of title | teamwork, leadership and technology / |
| Statement of responsibility, etc. | Charles M. Futrell. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 5th edition. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Forth Worth,TX : |
| Name of publisher, distributor, etc. | Dryden Press, |
| Date of publication, distribution, etc. | 1998. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxiv, 680 p. : |
| Other physical details | ill. ; |
| Dimensions | 24 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Part I: Introduction to sales management -- Sales management: Its nature, rewards and responsibilities -- Social, ethical and legal responsibilities of sales personnel -- Part II: Planning the sales team's efforts -- Building relationships through strategic planning -- The market-driven sales organization -- Forecasting market demand and sales budgets -- Design and size of sales territories -- Sales objectives and quotas -- Part III: Staffing the sales team -- Planning for staffing successful salespeople -- Recruiting successful salespeople -- Selection, placement, and socialization of successful salespeople -- Part IV: Training the sales team -- The management of sales training and development -- Contents of the sales training program: Sales knowledge and the selling process -- Part V: Directing the sales team -- Motivating salespeople toward high performance -- Compensation for high performance -- Leading the sales team -- Part VI: Controlling the sales team -- Analysis of sales and marketing costs -- Evaluation of salespeople's performance. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Sales management. |
| 9 (RLIN) | 42101 |
| 907 ## - LOCAL DATA ELEMENT G, LDG (RLIN) | |
| a | .b1053412x |
| b | 170418 |
| c | 020214 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Suppress in OPAC | 0 |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| 960 ## - PHYSICAL LOCATION (RLIN) | |
| Physical location, PLOC (RLIN) | c |
| b | 2 |
| c | |
| d | |
| e | |
| f | |
| g | |
| h | |
| i | |
| j | 123.73 |
| k | b |
| l | d302 |
| m | 2002-02-14 |
| n | |
| o | f |
| p | |
| q | 2002-10-25 |
| r | |
| s | |
| t | a |
| u | |
| v | c0100 |
| w | |
| x | |
| y | 0 |
| z | .o10001645 |
| 961 ## - LOCAL CODES | |
| c | usd109.50 |
| d | Sent Library Order Update Notice through e-mail on the 27 August '02 to proposer. |
| f | 97980753 Murphy, Maurice |
| l | c |
| m | d302 |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) | |
| a | c |
| Operator's initials, OID (RLIN) | 020214 |
| Cataloger's initials, CIN (RLIN) | m |
| First Date, FD (RLIN) | a |
| Local | - |
| -- | eng |
| -- | txu |
| h | 0 |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Cost, normal purchase price | Total Checkouts | Total Renewals | Full call number | Barcode | Date last seen | Date last checked out | Copy number | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Available for Loan | MTU Bishopstown Library | MTU Bishopstown Library | Lending | 31/10/2002 | 45.83 | 6 | 1 | 658.81 | 00092339 | 08/03/2018 | 08/02/2018 | 1 | 45.83 | 20/11/2017 | General Lending | |||
| Dewey Decimal Classification | Available for Loan | MTU Bishopstown Library | MTU Bishopstown Library | Lending | 31/10/2002 | 45.83 | 2 | 2 | 658.81 | 00092338 | 13/06/2019 | 11/04/2019 | 1 | 45.83 | 20/11/2017 | General Lending |