MARC details
| 000 -LEADER |
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| fixed length control field |
06458cam a2200841Ii 4500 |
| 001 - CONTROL NUMBER |
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| control field |
ocm48140007 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
OCoLC |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20220712163602.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS--GENERAL INFORMATION |
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| fixed length control field |
m o d |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION |
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| fixed length control field |
cr cn||||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
010821s2001 nyua o 001 0 eng d |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
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| Canceled/invalid LC control number |
00067628 |
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
N$T |
| Language of cataloging |
eng |
| Description conventions |
rda |
| -- |
pn |
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N$T |
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OCLCQ |
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WAU |
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YDXCP |
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OCLCQ |
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OCLCG |
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OCLCQ |
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TUU |
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OCLCQ |
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B24X7 |
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TNF |
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OCLCQ |
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OCLCF |
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NLGGC |
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OCLCQ |
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REDDC |
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CO3 |
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DKDLA |
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QT5 |
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ADU |
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E7B |
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COO |
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OCLCQ |
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AU@ |
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EBLCP |
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OCLCQ |
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N5L |
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AZK |
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OCLCQ |
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LOA |
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JBG |
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MWM |
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AGLDB |
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CNNOR |
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Z5A |
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MOR |
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PLS |
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IL4J6 |
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PIFBR |
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ZCU |
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MERUC |
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OCLCQ |
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SAV |
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OCLCQ |
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QT7 |
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U3W |
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UIU |
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LUE |
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INARC |
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BRL |
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STF |
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WRM |
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VTS |
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NRAMU |
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ICG |
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OCLCQ |
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VT2 |
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OH1 |
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INT |
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TOF |
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OCLCQ |
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LVT |
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S9I |
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A6Q |
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DKC |
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OCLCQ |
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CNTRU |
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CEF |
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OCLCQ |
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K6U |
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CHBRC |
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BOL |
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UKCRE |
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UKBTH |
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TUHNV |
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OCLCO |
| 015 ## - NATIONAL BIBLIOGRAPHY NUMBER |
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| National bibliography number |
GBA137782 |
| Source |
bnb |
| 019 ## - |
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| -- |
70727959 |
| -- |
488804588 |
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533357523 |
| -- |
614519395 |
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646706270 |
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660004189 |
| -- |
722105888 |
| -- |
827909775 |
| -- |
923564810 |
| -- |
929146518 |
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961590637 |
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961608377 |
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962631575 |
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962724924 |
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966199558 |
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970748390 |
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988480019 |
| -- |
991986297 |
| -- |
1007409102 |
| -- |
1019733195 |
| -- |
1028562129 |
| -- |
1037459436 |
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1037944351 |
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1038683975 |
| -- |
1045475569 |
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1050964800 |
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1053034730 |
| -- |
1055341852 |
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1058502823 |
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1081257491 |
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1083617398 |
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1097263283 |
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1103254043 |
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1114414750 |
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1129354068 |
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1135459660 |
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1153013559 |
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1159606877 |
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1192329902 |
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1228615279 |
| -- |
1240534061 |
| -- |
1243590401 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0814426166 |
| Qualifying information |
(electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780814426166 |
| Qualifying information |
(electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0814406505 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780814406502 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| Cancelled/invalid ISBN |
9780814406502 |
| 024 8# - OTHER STANDARD IDENTIFIER |
|---|
| Standard number or code |
0814406505 |
| 029 1# - (OCLC) |
|---|
| OCLC library identifier |
AU@ |
| System control number |
000050240241 |
| 029 1# - (OCLC) |
|---|
| OCLC library identifier |
AU@ |
| System control number |
000053217600 |
| 029 1# - (OCLC) |
|---|
| OCLC library identifier |
AU@ |
| System control number |
000053236893 |
| 029 1# - (OCLC) |
|---|
| OCLC library identifier |
AU@ |
| System control number |
000058148283 |
| 029 1# - (OCLC) |
|---|
| OCLC library identifier |
DEBBG |
| System control number |
BV043096426 |
| 029 1# - (OCLC) |
|---|
| OCLC library identifier |
DEBBG |
| System control number |
BV044181894 |
| 029 1# - (OCLC) |
|---|
| OCLC library identifier |
DEBSZ |
| System control number |
422481491 |
| 029 1# - (OCLC) |
|---|
| OCLC library identifier |
AU@ |
| System control number |
000067102741 |
| 029 1# - (OCLC) |
|---|
| OCLC library identifier |
DKDLA |
| System control number |
820120-katalog:999899658405765 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)48140007 |
| Canceled/invalid control number |
(OCoLC)70727959 |
| -- |
(OCoLC)488804588 |
| -- |
(OCoLC)533357523 |
| -- |
(OCoLC)614519395 |
| -- |
(OCoLC)646706270 |
| -- |
(OCoLC)660004189 |
| -- |
(OCoLC)722105888 |
| -- |
(OCoLC)827909775 |
| -- |
(OCoLC)923564810 |
| -- |
(OCoLC)929146518 |
| -- |
(OCoLC)961590637 |
| -- |
(OCoLC)961608377 |
| -- |
(OCoLC)962631575 |
| -- |
(OCoLC)962724924 |
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(OCoLC)966199558 |
| -- |
(OCoLC)970748390 |
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(OCoLC)988480019 |
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(OCoLC)991986297 |
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(OCoLC)1007409102 |
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(OCoLC)1019733195 |
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(OCoLC)1028562129 |
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(OCoLC)1037459436 |
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(OCoLC)1037944351 |
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(OCoLC)1038683975 |
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(OCoLC)1045475569 |
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(OCoLC)1050964800 |
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(OCoLC)1053034730 |
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(OCoLC)1055341852 |
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(OCoLC)1058502823 |
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(OCoLC)1081257491 |
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(OCoLC)1083617398 |
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(OCoLC)1097263283 |
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(OCoLC)1103254043 |
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(OCoLC)1114414750 |
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(OCoLC)1129354068 |
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(OCoLC)1135459660 |
| -- |
(OCoLC)1153013559 |
| -- |
(OCoLC)1159606877 |
| -- |
(OCoLC)1192329902 |
| -- |
(OCoLC)1228615279 |
| -- |
(OCoLC)1240534061 |
| -- |
(OCoLC)1243590401 |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.4 |
| Item number |
.Z65 2001eb |
| 072 #7 - SUBJECT CATEGORY CODE |
|---|
| Subject category code |
BUS |
| Subject category code subdivision |
058010 |
| Source |
bisacsh |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.8/1 |
| Edition number |
21 |
| 049 ## - LOCAL HOLDINGS (OCLC) |
|---|
| Holding library |
MAIN |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Zoltners, Andris A. |
| 9 (RLIN) |
204534 |
| 245 14 - TITLE STATEMENT |
|---|
| Title |
The complete guide to accelerating sales force performance / |
| Statement of responsibility, etc |
Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners. |
| 264 #1 - |
|---|
| -- |
New York : |
| -- |
AMACOM, |
| -- |
2001. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
1 online resource (xix, 474 pages) : |
| Other physical details |
illustrations |
| 336 ## - |
|---|
| -- |
text |
| -- |
txt |
| -- |
rdacontent |
| 337 ## - |
|---|
| -- |
computer |
| -- |
c |
| -- |
rdamedia |
| 338 ## - |
|---|
| -- |
online resource |
| -- |
cr |
| -- |
rdacarrier |
| 340 ## - PHYSICAL MEDIUM |
|---|
| -- |
polychrome. |
| -- |
rdacc |
| -- |
http://rdaregistry.info/termList/RDAColourContent/1003 |
| 347 ## - |
|---|
| -- |
data file |
| -- |
rda |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 588 0# - |
|---|
| -- |
Print version record. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
""Contents""; ""Preface""; ""The Role of the Sales Force in the Go- to- Market Strategy""; ""Sales Force Assessment and Strategy""; ""Sizing the Sales Force for Strategic Advantage""; ""Structuring the Sales Force for Strategic Advantage""; ""Designing Sales Territories That Increase Sales""; ""Recruiting the Best Salespeople""; ""Training the Sales Force""; ""The Critical Role of the First- Line Sales Manager""; ""Motivating the Sales Force""; ""Compensating for Results""; ""Setting Effective Goals and Objectives""; ""Precision Selling"" |
| 505 8# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
""Using Technology to Assist the Sales Force in Customer Relationship Management""""Performance Management""; ""Building a Potent Sales Force Culture""; ""Index"" |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies. The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such "success drivers" as: culture sales force structure hiring sales manager selection training compensation technology sales territory design goal setting performance management. Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries. |
| 542 ## - |
|---|
| -- |
Copyright © AMACOM |
| -- |
2001 |
| 590 ## - LOCAL NOTE (RLIN) |
|---|
| Local note |
eBooks on EBSCOhost |
| Provenance (VM) [OBSOLETE] |
EBSCO eBook Subscription Academic Collection - Worldwide |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales force management. |
| 9 (RLIN) |
234431 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales personnel. |
| 9 (RLIN) |
18924 |
| 650 #6 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Vendeurs. |
| 9 (RLIN) |
1125287 |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
BUSINESS & ECONOMICS |
| General subdivision |
Sales & Selling |
| -- |
Management. |
| Source of heading or term |
bisacsh |
| 9 (RLIN) |
914108 |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales force management. |
| Source of heading or term |
fast |
| -- |
(OCoLC)fst01742311 |
| 9 (RLIN) |
234431 |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales personnel. |
| Source of heading or term |
fast |
| -- |
(OCoLC)fst01103846 |
| 9 (RLIN) |
18924 |
| 650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales-promotion |
| Source of heading or term |
gnd |
| 9 (RLIN) |
1326249 |
| 655 #0 - INDEX TERM--GENRE/FORM |
|---|
| Genre/form data or focus term |
Electronic books. |
| 655 #4 - INDEX TERM--GENRE/FORM |
|---|
| Genre/form data or focus term |
Electronic books. |
| 655 #7 - INDEX TERM--GENRE/FORM |
|---|
| Genre/form data or focus term |
Electronic books. |
| Source of term |
gtlm |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Sinha, Prabhakant. |
| 9 (RLIN) |
204536 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Zoltners, Greggor A., |
| Dates associated with a name |
1964- |
| 9 (RLIN) |
1326250 |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY |
|---|
| Display text |
Print version: |
| Main entry heading |
Zoltners, Andris A. |
| Title |
Complete guide to accelerating sales force performance. |
| Place, publisher, and date of publication |
New York : AMACOM, 2001 |
| International Standard Book Number |
0814406505 |
| Record control number |
(DLC) 00067628 |
| -- |
(OCoLC)45487488 |
| 856 40 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
<a href="https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=59975">https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=59975</a> |
| 938 ## - |
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| -- |
Books 24x7 |
| -- |
B247 |
| -- |
bkb00000855 |
| 938 ## - |
|---|
| -- |
ProQuest Ebook Central |
| -- |
EBLB |
| -- |
EBL3001738 |
| 938 ## - |
|---|
| -- |
ebrary |
| -- |
EBRY |
| -- |
ebr10005794 |
| 938 ## - |
|---|
| -- |
EBSCOhost |
| -- |
EBSC |
| -- |
59975 |
| 938 ## - |
|---|
| -- |
Internet Archive |
| -- |
INAR |
| -- |
completeguidetoa00zolt |
| 938 ## - |
|---|
| -- |
YBP Library Services |
| -- |
YANK |
| -- |
2343152 |
| 994 ## - |
|---|
| -- |
92 |
| -- |
INOPJ |
