Sales Management That Works: How to Sell in a World that Never Stops Changing (Record no. 142474)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01120aam a2200193 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20230307153801.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 230207b |||||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781633698765 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Item number | CES |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Cespedes, Frank V. |
| 9 (RLIN) | 75077 |
| 245 ## - TITLE STATEMENT | |
| Title | Sales Management That Works: How to Sell in a World that Never Stops Changing |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | Harvard Business Review Press |
| Date of publication, distribution, etc. | 2021 |
| Place of publication, distribution, etc. | Boston |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 339p |
| 500 ## - GENERAL NOTE | |
| General note | 1. Introduction: new sales realities<br/>Part I: People<br/>2. Hiring<br/>3. Training and development<br/>4. Performance management and coaching<br/>Part II: Process<br/>5. Constructing and clarifying sales models<br/>6. Managing, maintaining and reconstructing sales models<br/>7. Compensation and incentives<br/>Part III: piecing and partners<br/>8. Pricing and customer value<br/>9. Testing and linking price with your sale model and selling behaviors<br/>10. Building and managing a multichannel approach <br/>11. Conclusion: what senior executives should know about sales |
| 600 ## - SUBJECT ADDED ENTRY--PERSONAL NAME | |
| Personal name | Sales Management - Sales Personnel |
| 9 (RLIN) | 88510 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Call number prefix | 658.81 |
| Call number suffix | CES |
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