MARC details
| 000 -LEADER |
|---|
| fixed length control field |
01751cam a2200361 a 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
0000038618 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20230802173218.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
230802b |||||||| |||| 00| 0 eng d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2009002925 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780273720652 (pbk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0273720651 (pbk.) |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)ocn299382120 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Transcribing agency |
DLC |
| Modifying agency |
YDXCP |
| -- |
BWKUK |
| -- |
BWK |
| -- |
CDX |
| -- |
DLC |
| Description conventions |
rda |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.25 |
| Item number |
.J63 2009 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.8/1 |
| Edition number |
22 |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Jobber, David, |
| Dates associated with a name |
1947-. |
| 245 ## - TITLE STATEMENT |
|---|
| Title |
Selling and Sales Management / |
| Statement of responsibility, etc. |
David Jobber and Geoffrey Lancaster. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
Eighth edition. |
| 264 ## - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
Harlow, England |
| -- |
New York : |
| Name of producer, publisher, distributor, manufacturer |
Prentice Hall/Financial Times, |
| Date of production, publication, distribution, manufacture, or copyright notice |
c2009. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xxi, 546 pages : |
| Other physical details |
illustrations ; |
| Dimensions |
25 cm. |
| 336 ## - CONTENT TYPE |
|---|
| Source |
rdacontent |
| Content type term |
text |
| 337 ## - MEDIA TYPE |
|---|
| Source |
rdamedia |
| Media type term |
unmediated |
| 338 ## - CARRIER TYPE |
|---|
| Source |
rdacarrier |
| Carrier type term |
volume |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling. |
| Source of heading or term |
Sears List of Subject Headings. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales management. |
| Source of heading or term |
Sears List of Subject Headings. |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Lancaster, Geoffrey, |
| Dates associated with a name |
1938-. |
| 908 ## - PUT COMMAND PARAMETER (RLIN) |
|---|
| Put command parameter |
090122s2009\\\\enka\\\\\b\\\\001\0\eng |
| 908 ## - PUT COMMAND PARAMETER (RLIN) |
|---|
| Put command parameter |
160531 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Books |
| Source of classification or shelving scheme |
Dewey Decimal Classification |
