MARC details
| 000 -LEADER |
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| fixed length control field |
02415nam a2200265 a 4500 |
| 001 - CONTROL NUMBER |
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| control field |
vtls000009429 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
MY-PjKIC |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20200206145902.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
100211s1996 ilua 001 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
0844234273 |
| 035 ## - SYSTEM CONTROL NUMBER |
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| System control number |
0844234273 |
| 039 #9 - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE] |
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| Level of rules in bibliographic description |
201506111813 |
| Level of effort used to assign nonsubject heading access points |
norliday |
| Level of effort used to assign subject headings |
201002111755 |
| Level of effort used to assign classification |
VLOAD |
| Level of effort used to assign subject headings |
201002111604 |
| Level of effort used to assign classification |
VLOAD |
| -- |
201002111437 |
| -- |
VLOAD |
| 090 ## - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (RLIN) |
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| Classification number (OCLC) (R) ; Classification number, CALL (RLIN) (NR) |
658.85 CRO |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Crosby, John V. |
| 245 10 - TITLE STATEMENT |
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| Title |
Managing the big sale : |
| Remainder of title |
a relational approach to marketing strategies, tactics, and selling / |
| Statement of responsibility, etc. |
John V. Crosby. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
Lincolnwood, Ill. : |
| Name of publisher, distributor, etc. |
NTC Business Books, |
| Date of publication, distribution, etc. |
c1996. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xiii, 224 p. : |
| Other physical details |
ill. ; |
| Dimensions |
24 cm. |
| 500 ## - GENERAL NOTE |
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| General note |
Includes index. |
| 520 ## - SUMMARY, ETC. |
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| Summary, etc. |
The "big sale" differs from other kinds of sales for many reasons. It means more money, it takes more time, and it involves more people. But the single most important difference is that it isn't a single event. It's a process that must be managed from initial contact to long after "a sale" has been made. That process begins by identifying potential relationships and then developing them for the long term. Success comes from managing the information that drives these relationships as one continuous loop, from strategy to tactics to sales contact - and back again. And failure to do so means failure to make the sale. That's why Managing the Big Sale is such important reading. Its five parts provide all the practical guidance needed for developing marketing and sales efforts that work relationally - that draw together all the best insights and information from a company's marketing strategies, its marketing tacticians, and its sales force - to create and manage the entire process from initial contact to final close and follow-up. The Appendix presents real-world-based cases showing how the models and principles in the book have been used by very different kinds of businesses in very different circumstances to market and sell their products and services more effectively and productively. Forms, models, and checklists throughout the book enable you to create the continuous flow of information needed to merge this complex process from strategic development to customer contact and back. |
| 591 ## - |
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| -- |
Donated By Centrepoint Bandar Utama |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name entry element |
Selling |
| General subdivision |
Key accounts |
| -- |
Management. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales management. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Marketing |
| General subdivision |
Management. |
