MARC details
| 000 -LEADER |
|---|
| fixed length control field |
03770cam a22004454i 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20221102163030.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
110908s2011 enka bf 001 0 eng d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
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| LC control number |
2010933155 |
| 011 ## - LINKING LIBRARY OF CONGRESS CONTROL NUMBER [OBSOLETE] |
|---|
| Local cataloguing issues note |
BIB MATCHES WORLDCAT |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0199569452 |
| Qualifying information |
hbk. |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780199569458 |
| Qualifying information |
hbk. |
| 035 ## - SYSTEM CONTROL NUMBER |
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| System control number |
(ATU)b12185358 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)656767534 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
UKM |
| Language of cataloging |
eng |
| Description conventions |
rda |
| Transcribing agency |
UKM |
| Modifying agency |
DLC |
| -- |
YDXCP |
| -- |
CDX |
| -- |
BWX |
| -- |
COO |
| -- |
NGU |
| -- |
TXI |
| -- |
UPM |
| -- |
SOI |
| -- |
MIX |
| -- |
ATU |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
lccopycat |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5415.13 |
| Item number |
.O97 2011 |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.8 |
| Edition number |
22 |
| 245 04 - TITLE STATEMENT |
|---|
| Title |
The Oxford handbook of strategic sales and sales management / |
| Statement of responsibility, etc. |
edited by David W. Cravens, Kenneth Le Meunier-FitzHugh, Nigel F. Piercy. |
| 246 3# - VARYING FORM OF TITLE |
|---|
| Title proper/short title |
Handbook of strategic sales and sales management |
| 246 11 - VARYING FORM OF TITLE |
|---|
| Title proper/short title |
Strategic sales and sales management |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
Oxford ; |
| -- |
New York : |
| Name of producer, publisher, distributor, manufacturer |
Oxford University Press, |
| Date of production, publication, distribution, manufacture, or copyright notice |
2011. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xxi, 637 pages : |
| Other physical details |
illustrations ; |
| Dimensions |
26 cm. |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Content type code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
unmediated |
| Media type code |
n |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
volume |
| Carrier type code |
nc |
| Source |
rdacarrier |
| 490 1# - SERIES STATEMENT |
|---|
| Series statement |
Oxford handbooks |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Overview of strategic sales and sales management / David W. Cravens, Kenneth Le Meunier-FitzHugh, and Nigel F. Piercy -- The evolution of the strategic sales organization / Nigel F. Piercy and Nikala Lane -- Stragetic leadership in sales: understanding the relationship between the role of the salesperson and the role of sales manager / Karen Flaherty -- Achieving sales organization effectiveness / David W. Cravens -- The changing sales environment: implications for sales and sales management research and practice / Nick Lee -- Structuring the sales force for customer and company success / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer -- Sales force-generated marketing intelligence / Kenneth R. Evans and C. Fred Miao -- Management of a contracted sales force (manufacturer representatives) / Thomas E. DeCarlo -- Training and rewards / Mark W. Johnston -- Addressing job stress in the sales force / Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker, Jr. -- Sizing the sales force and designing sales territories for results / Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer -- Customer selection to acquire, retain, and grow / Andrea L. Dixon -- Customer relationship management and the sales force / Thomas W. Leigh -- The use of organizational climate in sales force research / Steven P. Brown, Manoshi Samaraweera, and William Zahn -- Salespeople's influence on consumers' and business buyers' goals and wellbeing / Harish Sujan -- Sales technology / Gary K. Hunter -- Organizational commitment to sales / Wesley J. Johnston and Linda D. Peters -- The strategic role of the selling function: a resource-based framework / Thomas W. Leigh ... [et al.] -- Sales force agility, strategic thinking, and value propositions / Larry B. Chonko and Eli Jones -- The importance of effective working relationships between sales and marketing / Kenneth Le Meunnier-Fitzhugh and Graham R. Massey -- Marketing: the anchor for sales / Noel Capon. |
| 588 ## - SOURCE OF DESCRIPTION NOTE |
|---|
| Source of description note |
Machine converted from AACR2 source record. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales management. |
| 9 (RLIN) |
323557 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Cravens, David W., |
| Relator term |
editor. |
| 9 (RLIN) |
1038941 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Le Meunier-FitzHugh, Kenneth. |
| 9 (RLIN) |
274547 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Piercy, Nigel, |
| Relator term |
editor. |
| 9 (RLIN) |
1045903 |
| 830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE |
|---|
| Uniform title |
Oxford handbooks. |
| 9 (RLIN) |
248025 |
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20-03-18 |
| c |
28-10-15 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Book |
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b |
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| Operator's initials, OID (RLIN) |
20-03-18 |
| Cataloger's initials, CIN (RLIN) |
m |
| First date, FD (RLIN) |
a |
| -- |
eng |
| -- |
enk |
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4 |
