Selling and sales management / (Record no. 8197)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01333nam a2200217Ia 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | NULRC |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250520100552.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 250520s9999 xx 000 0 und d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 812046935 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | NULRC |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF 5438.25 .H5 1993 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Hisrich, Robert D. |
| Relator term | author |
| 245 #0 - TITLE STATEMENT | |
| Title | Selling and sales management / |
| Statement of responsibility, etc. | Robert D. Hisrich and Ralph W. Jackson |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | New York : |
| Name of publisher, distributor, etc. | Barron's Educational Series, Inc., |
| Date of publication, distribution, etc. | c1993 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | iv, 268 pages : |
| Other physical details | illustrations ; |
| Dimensions | 20 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes index. |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 1. The Selling Process and Management -- 2. Recruiting and Selecting Salespeople -- 3. The Organizational Buyer and the Buying Process -- 4. Communication in Sales -- 5. Prospecting for Potential Sales -- 6. Preparing the Sales Call -- 7. The Sales Presentation -- 8. Handling Objections -- 9. Closing the Sale -- 10. The Follow up After the Sale -- 11. The Job of the Sales Manager -- 12. The Sales Organization -- 13. Designing Sales Territories -- 14. Training the Sales Force -- 15. Sales-Forecasting Techniques -- 16. Budgets and Sales Quotas -- 17. Motivating and Leading the Sales Force -- 18. Compensating the Sales Force -- 19. Evaluating the Sales Force -- 20. Ethical and Legal Issues. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | SELLING |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Jackson, Ralph W. |
| Relator term | co-author |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Library of Congress Classification |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Total checkouts | Full call number | Barcode | Date last seen | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | Gen. Ed. - CBA | LRC - Annex II | National University - Manila | General Circulation | 11/14/2012 | Reaccessioned | GC HF 5438.25 .H5 1993 | NULIB000005956 | 05/20/2025 | c.1 | 05/20/2025 | Books |