| 000 -LEADER |
|---|
| fixed length control field |
03246cam a22004098i 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
21747055 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
NUST |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20220827164350.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS |
|---|
| fixed length control field |
m |o d | |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION |
|---|
| fixed length control field |
cr ||||||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
200923s2021 mau o 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2020036314 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781633698772 |
| Qualifying information |
(ebook) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| Canceled/invalid ISBN |
9781633698765 |
| Qualifying information |
(hardcover) |
| 038 ## - RECORD CONTENT LICENSOR |
|---|
| Staff Name |
Azhar |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Transcribing agency |
DLC |
| Description conventions |
rda |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.4 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.81 |
| Author Mark |
CES |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Cespedes, Frank V., |
| Dates associated with a name |
1950- |
| Relator term |
author. |
| 9 (RLIN) |
97220 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Sales management that works : |
| Remainder of title |
how to sell in a world that never stops changing |
| Statement of responsibility, etc. |
Frank Cespedes. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
Boston, MA : |
| Name of publisher, distributor, etc. |
Harvard Business Review Press, |
| Date of publication, distribution, etc. |
2021 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
1 online resource |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Content type code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
computer |
| Media type code |
c |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
online resource |
| Carrier type code |
cr |
| Source |
rdacarrier |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Introduction: New sales realities -- Part I. People: Hiring -- Training and development -- Performance management and coaching -- Part II. Process: Constructing and clarifying sales models -- Managing, maintaining, and reconstructing sales models -- Compensation and incentives -- Part III. Pricing and partners: Pricing and customer value -- Testing and linking price with your sales model and selling behaviors -- Building and managing a multi-channel approach -- Conclusion: What senior executives should know about sales. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc. |
"In this practical and research-based guide for sales managers, Harvard Business School professor Frank Cespedes offers essential strategies for thriving in an industry that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this book, sales expert and professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: hire the right talent-not just stars, pay and properly incentivize your sales force, improve ROI from your training programs, create a comprehensive sales model that aligns with your strategy, set the right prices, build and manage a multichannel approach. Chock-full of examples, research, guidelines, and diagnostics, Sales Management That Works is the book you need to build a great sales team, create an optimal strategy, and steer clear of hype and fads"-- |
| Assigning source |
Provided by publisher. |
| 588 ## - SOURCE OF DESCRIPTION NOTE |
|---|
| Source of description note |
Description based on print version record and CIP data provided by publisher; resource not viewed. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales management. |
| 9 (RLIN) |
57538 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales personnel. |
| 9 (RLIN) |
97221 |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY |
|---|
| Relationship information |
Print version: |
| Main entry heading |
Cespedes, Frank V., 1950- |
| Title |
Sales management that works |
| Place, publisher, and date of publication |
Boston, MA : Harvard Business Review Press, [2021] |
| International Standard Book Number |
9781633698765 |
| Record control number |
(DLC) 2020036313 |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) |
|---|
| a |
7 |
| b |
cbc |
| c |
orignew |
| d |
1 |
| e |
ecip |
| f |
20 |
| g |
y-gencatlg |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Koha item type |
Lincoln Corner |
