Sales management: concepts and cases (Record no. 2011)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01724nam a22002057a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20220316124116.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 220316b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9788126526383 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Item number | CRO |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Cron, William L |
| 245 ## - TITLE STATEMENT | |
| Title | Sales management: concepts and cases |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 10th |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | Wiley India Pvt. Ltd. |
| Place of publication, distribution, etc. | New Delhi |
| Date of publication, distribution, etc. | 2015 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xix, 345 p. |
| 365 ## - TRADE PRICE | |
| Price type code | INR |
| Price amount | 799.00 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Table of content<br/><br/>1. Introduction to Selling and Sales Management.<br/><br/>2. Strategy and Sales Program Planning.<br/><br/>3. Sales Opportunity Management.<br/><br/>4. Account Relationship Management.<br/><br/>5. Customer Interaction Management.<br/><br/>6. Sales Force Organization.<br/><br/>7. Recruiting and Selecting Personnel.<br/><br/>8. Sales Training.<br/><br/>9. Leadership.<br/><br/>10. Ethical Leadership.<br/><br/>11. Motivating Salespeople.<br/><br/>12. Compensating Salespeople.<br/><br/>13. Evaluating Performance. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Dalrymple's Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, they'll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material empowers sales managers to build a sales force, manage strategic relationships, and motivate the sales team. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Decarlo, Thomas E. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Bill No | Bill Date | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Full call number | Accession Number | Date last seen | Copy number | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Marketing | 31680 | 28-02-2022 | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 03/16/2022 | University Book House Pvt. Ltd. | 559.30 | 658.81 CRO | 002185 | 03/16/2022 | 1 | 799.00 | 03/16/2022 | Book |