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Sales management : (Record no. 6821)

MARC details
000 -LEADER
fixed length control field	03122cam a2200409 a 4500
001 - CONTROL NUMBER
control field	6821
003 - CONTROL NUMBER IDENTIFIER
control field	BD-DhEWU
005 - DATE AND TIME OF LATEST TRANSACTION
control field	20181212100613.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field	080908s2009 ii a g b 001 0 eng d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number	9780132324120

International Standard Book Number	0132324121
035 ## - SYSTEM CONTROL NUMBER
System control number	(OCoLC)213835319
040 ## - CATALOGING SOURCE
Original cataloging agency	DLC
Transcribing agency	DLC
Modifying agency	YDXCP
--	DLC
--	BD-DhEWU
Language of cataloging	eng
041 ## - LANGUAGE CODE
Language code of text/sound track or separate title	eng
050 00 - LIBRARY OF CONGRESS CALL NUMBER
Classification number	HF5438.4
Item number	.T36 2009
082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number	658.81
Item number	TAS 2009
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name	Tanner, John F.
9 (RLIN)	95
245 10 - TITLE STATEMENT
Title	Sales management :
Remainder of title	shaping future sales leaders /
Statement of responsibility, etc	John F. Tanner, Jr., Earl D. Honeycutt, Jr., Robert C. Erffmeyer.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc	Upper Saddle River, NJ;
--	New Delhi :
Name of publisher, distributor, etc	Pearson Prentice Hall;
--	Pearson Education,
Date of publication, distribution, etc	c2009.
300 ## - PHYSICAL DESCRIPTION
Extent	xxv, 434 p. :
Other physical details	ill. (chiefly col.) ;
Dimensions	27 cm.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc	Includes bibliographical references and indexes.
505 ## - FORMATTED CONTENTS NOTE
Title	TOC
Formatted contents note	Part One -- Strategic Planning Chapter 1: Introduction to Sales Management Chapter 2: The Sales Function and Multi-Sales Channels Part Two -- Sales Leadership Chapter 3: Leadership and the Sales Executive Chapter 4: Ethics, the Law, and Sales Leadership Part Three --Analyzing Customers and Markets Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management Chapter 6: Leveraging Information Technologies Part Four -- Designing and Developing the Sales Force Chapter 7: Designing and Organizing the Sales Force Chapter 8: Recruiting and Selecting the Right Salespeople Chapter 9: Training and Developing the Sales Force Part Five -- Process Management Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams Chapter 11: Setting Goals and Managing the Sales Force's Performance Chapter 12: Motivating and Rewarding Salespeople Part Six -- Measurement, Analysis, and Knowledge Management Chapter 13: Turning Customer Information into Knowledge Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It Chapter 15: Internal and External Cultural Forces That Affect a Firm's Sales Performance Part Seven - Cases---there are 12 cases total. The exact order of cases and exact titles is still being determined---sample title: Case 1 Wellco Distributors: Considering a Diversity Program
520 ## - SUMMARY, ETC.
Summary, etc	Summary:<br/> <br/><br/>For courses in sales management. Sales Management, 1/e is the only book on the market that prepares students to become effective sales managers in today's hyper-competitive, global economy--by integrating current technology, research, and strategic thinking activities.
526 ## - STUDY PROGRAM INFORMATION NOTE
Program name	BA
590 ## - LOCAL NOTE (RLIN)
Local note	Sagar Shahanawaz
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element	Sales management.
9 (RLIN)	11764

Topical term or geographic name as entry element	Selling.
9 (RLIN)	11765

Topical term or geographic name as entry element	Sales management
Form subdivision	Case studies.
9 (RLIN)	11766

Topical term or geographic name as entry element	Selling
Form subdivision	Case studies.
9 (RLIN)	11767
700 1# - ADDED ENTRY--PERSONAL NAME
Personal name	Honeycutt, Earl D.
9 (RLIN)	93

Personal name	Erffmeyer, Robert.
9 (RLIN)	94
856 42 - ELECTRONIC LOCATION AND ACCESS
Materials specified	Table of contents only
Uniform Resource Identifier	http://www.loc.gov/catdir/toc/ecip0827/2008039596.html

Materials specified	WorldCat details
Uniform Resource Identifier	https://www.worldcat.org/title/sales-management-shaping-future-sales-leaders/oclc/213835319&referer=brief_results
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme	Dewey Decimal Classification
Koha item type	Text
Koha issues (borrowed), all copies	2

Holdings
Source of classification or shelving scheme	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	Barcode	Date last seen	Copy number	Price effective from	Koha item type	Date checked out
Dewey Decimal Classification	Not For Loan	Non-fiction	Dr. S. R. Lasker Library, EWU	Dr. S. R. Lasker Library, EWU	Reserve Section	01/10/2011	Karim International	500.00		658.81 TAS 2009	23926	01/10/2011	C-1	01/10/2011	Text
Dewey Decimal Classification			Dr. S. R. Lasker Library, EWU	Dr. S. R. Lasker Library, EWU		01/10/2011			1	658.81 TAS 2009	23927	14/08/2014	C-4	01/10/2011	Text	15/05/2014
Dewey Decimal Classification		Non-fiction	Dr. S. R. Lasker Library, EWU	Dr. S. R. Lasker Library, EWU	Circulation Section	01/10/2011	Karim International	500.00		658.81 TAS 2009	23928	01/10/2011	C-5	01/10/2011	Text
Dewey Decimal Classification		Non-fiction	Dr. S. R. Lasker Library, EWU	Dr. S. R. Lasker Library, EWU	Circulation Section	01/10/2011	Karim International	500.00	1	658.81 TAS 2009	23929	02/08/2017	C-3	01/10/2011	Text	31/07/2017
Dewey Decimal Classification		Non-fiction	Dr. S. R. Lasker Library, EWU	Dr. S. R. Lasker Library, EWU	Circulation Section	01/10/2011	Karim International	500.00		658.81 TAS 2009	23930	01/10/2011	C-2	01/10/2011	Text