Managing the big sale: (Record no. 97)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01371nam a22002177a 4500 |
| 001 - CONTROL NUMBER | |
| control field | 3914 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20241019160401.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 160825b xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0-8442-3427-3 |
| 040 ## - CATALOGING SOURCE | |
| Transcribing agency | UM Banslan College LIC |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | BCir. 658.85 |
| Item number | C883m |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| 9 (RLIN) | 237 |
| Personal name | Crosby, John V. |
| 245 ## - TITLE STATEMENT | |
| Title | Managing the big sale: |
| Remainder of title | A relationship approach to marketing strategies, tactics and selling/ |
| Statement of responsibility, etc. | by John V. Crosby. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | --Illinois: |
| Name of publisher, distributor, etc. | NTC Business Books |
| Date of publication, distribution, etc. | c1996. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xiii, 224p. |
| Other physical details | ill.; |
| Dimensions | 23.5cm. |
| 500 ## - GENERAL NOTE | |
| General note | Includes appendix and index |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Chapter 1. The Account Development Cycle and the Complex or " Big" Sale --2. The Role, Responsibilities, and Relationships of Strategic Marketing --3. Strategic Planning --4.Served Markets --5. The Product Portfolio --6. Market Segmentation --7. The Role, Responsibilities, and Relationships of Tactical Marketing --8. Market Development --9. Target Account Identification --10. Engagement Strategy --11. The Role, Responsibilities, and Relationships of Sales --12. Target Account Qualification --13. Target Account Development --14. Target Account Service and Expansion --15. Technology Information --16. Target Account Reviews --17. Business Won/Business Lost Analyses --18. Standard Software Tools. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| 9 (RLIN) | 200 |
| Topical term or geographic name entry element | Marketing. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Bansalan Circulation1 |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Current library | Date acquired | Inventory number | Total Checkouts | Full call number | Barcode | Date last seen | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | UM Bansalan College LIC | 08/25/2016 | 1745 | BCir. 658.85 C883m 1996 | 1745 | 06/24/2021 | c.1 | 08/25/2016 | Bansalan Circulation1 | |||||
| Dewey Decimal Classification | UM Bansalan College LIC | 08/25/2016 | 3914 | BCir. 658.85 C883m 1996 | 3914 | 06/24/2021 | c.2 | 08/25/2016 | Bansalan Circulation1 |