Selling and sales management (Record no. 2139)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02106nam a22002057a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20220322173844.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 220322b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9789352866045 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Item number | JOB |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Jobber, David |
| 245 ## - TITLE STATEMENT | |
| Title | Selling and sales management |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 10th |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | Pearson India Education Services Pvt. Ltd. |
| Place of publication, distribution, etc. | New Delhi |
| Date of publication, distribution, etc. | 2020 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxii, 522 p. |
| 365 ## - TRADE PRICE | |
| Price type code | INR |
| Price amount | 825.00 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Table of Content<br/>List of figures <br/>List of tables<br/>About the authors<br/>Preface<br/>Acknowledgements<br/>Part 1 Sales perspective<br/>1 Development and role of selling in marketing<br/>2 Sales strategies<br/>Part 2 Sales environment<br/>3 Consumer and organisational buyer behaviour<br/>4 Sales settings<br/>5 International selling<br/>6 Law and issues <br/>Part 3 Sales technique <br/>7 Sales responsibilities and preparation <br/>8 Personal selling skills <br/>9 Key account management <br/>10 Relationship selling <br/>11 Direct marketing <br/>12 Internet and IT applications in selling and sales management <br/>Part 4 Sales management<br/>13 Recruitment and selection <br/>14 Motivation and training<br/>15 Organisation and compensation <br/>Part 5 Sales control <br/>16 Sales forecasting and budgeting <br/>17 Salesforce evaluation <br/>Appendix: Case studies and discussion questions<br/>Index\ |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area.<br/><br/>This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. <br/><br/>This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and comprehensive coverage of key account management.<br/> |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Sales management |
| 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 | 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 | Date checked out | Copy number | Cost, replacement price | Price effective from | Koha item type | Bill No | Bill Date |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Marketing | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 03/22/2022 | Technical Bureau India Pvt. Ltd. | 577.50 | 1 | 658.81 JOB | 002308 | 02/16/2023 | 02/01/2023 | 1 | 825.00 | 03/22/2022 | Book | TB5705 | 13-03-2022 |