A guide to sales management : (Record no. 142383)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 04289nam a2200697 i 4500 |
| 001 - CONTROL NUMBER | |
| control field | EBC2166935 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20240121041206.0 |
| 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 cnu|||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 150821s2015 nyu foab 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 9781631572586 |
| Qualifying information | paperback |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781631572593 |
| Qualifying information | (electronic bk.) |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (MiAaPQ)EBC2166935 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (Au-PeEL)EBL2166935 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (CaPaEBR)ebr11090884 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)919508985 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | MiAaPQ |
| Language of cataloging | eng |
| Description conventions | rda |
| -- | pn |
| Transcribing agency | MiAaPQ |
| Modifying agency | MiAaPQ |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.4 |
| Item number | .P274 2015 |
| 082 0# - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Edition number | 23 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Parravicini, Massimo., |
| -- | author. |
| 245 12 - TITLE STATEMENT | |
| Title | A guide to sales management : |
| Remainder of title | a practitioner's view of trade sales organizations / |
| Statement of responsibility, etc. | Massimo Parravicini. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | First edition. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Place of production, publication, distribution, manufacture | New York, New York (222 East 46th Street, New York, NY 10017) : |
| Name of producer, publisher, distributor, manufacturer | Business Expert Press, |
| Date of production, publication, distribution, manufacture, or copyright notice | 2015. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 1 online resource (xx, 227 pages) |
| 336 ## - CONTENT TYPE | |
| Content type term | text |
| Source | rdacontent |
| 337 ## - MEDIA TYPE | |
| Media type term | computer |
| Source | rdamedia |
| 338 ## - CARRIER TYPE | |
| Carrier type term | online resource |
| Source | rdacarrier |
| 490 1# - SERIES STATEMENT | |
| Series statement | Selling and sales force management collection, |
| International Standard Serial Number | 2161-8917 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Includes bibliographical references (pages 215-220) and index. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 1. Trade structure and route to market -- 2. The sales strategy -- 3. The performance indicators for sales management -- 4. Organizational roles and responsibilities -- 5. Organization models, recruitment, and incentives -- 6. The business planning process -- 7. The order to cash process -- 8. The sales and operations planning process -- 9. The challenges of sales management -- References -- Index. |
| 506 1# - RESTRICTIONS ON ACCESS NOTE | |
| Terms governing access | Access restricted to authorized users and institutions. |
| 520 3# - SUMMARY, ETC. | |
| Summary, etc. | The sales function is becoming more and more strategic because (a) the customer base is rapidly evolving through internationalization, mergers, and acquisitions, and (b) the manufacturers' marketing and supply chain functions are being progressively centralized, regionalized, and globalized. Multinational companies develop most of their brands and activation programs with a global scope and feed their markets through international supply networks. As a result, their operating units--national or transnational--are asked to act as "selling machines," which must be capable of both implementing global corporate strategies locally and providing structured feedback to improve the efficacy of the international brand portfolio. In this context, the challenge for the sales function is to develop effective sales strategies and to deliver excellent sales operations. The purpose of the book is to provide a practical guide to sales management through the analysis of its key components: route to market, sales strategy, key performance indicators, organizational models, sales force management, customer business planning, sales and operations planning, and order to cash. For each of these topics, the content of the book is a balance of theory, practical tips, and tools, keeping in mind not only the "what," but also the "how" of the implementation. |
| 588 ## - SOURCE OF DESCRIPTION NOTE | |
| Source of description note | Title from PDF title page (viewed on August 21, 2015). |
| 590 ## - LOCAL NOTE (RLIN) | |
| Local note | Electronic reproduction. Ann Arbor, MI : ProQuest, 2016. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Sales management. |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | Sales management |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | route to market |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | sales strategy |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | key performance indicators |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | sales organization |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | sales processes |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | customer business planning |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | sales and operations planning |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | order to cash |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | distributive strategy |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | sales channels |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | account management |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | trade terms |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | trade marketing |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | category management |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | shopper marketing |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | field marketing |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | sales operations |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | customer service |
| 655 #4 - INDEX TERM--GENRE/FORM | |
| Genre/form data or focus term | Electronic books. |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY | |
| Relationship information | Print version: |
| International Standard Book Number | 9781631572586 |
| 797 2# - LOCAL ADDED ENTRY--CORPORATE NAME (RLIN) | |
| Corporate name or jurisdiction name as entry element | ProQuest (Firm) |
| 830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE | |
| Uniform title | Selling and sales force management collection. |
| International Standard Serial Number | 2161-8917 |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://ebookcentral.proquest.com/lib/bacm-ebooks/detail.action?docID=2166935">https://ebookcentral.proquest.com/lib/bacm-ebooks/detail.action?docID=2166935</a> |
| Public note | Click to View |
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