Sales management : (Record no. 21744)

MARC details
000 -LEADER
fixed length control field 02776cam a22002295a 4500
001 - CONTROL NUMBER
control field 18597882
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20160515152406.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 150430t2016 nyu fr 001 0 eng d
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780814436431
040 ## - CATALOGING SOURCE
Original cataloging agency DLC
Language of cataloging eng
Transcribing agency DLC
Modifying agency DLC
-- EG-ScBUE
082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.81
Edition number 22
Item number WEI
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Weinberg, Mike,
Dates associated with a name 1967-
9 (RLIN) 39981
245 10 - TITLE STATEMENT
Title Sales management :
Remainder of title simplified : the straight truth about getting exceptional results from your sales team /
Statement of responsibility, etc Mike Weinberg.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc New York :
Name of publisher, distributor, etc American Management Association,
Date of publication, distribution, etc c.2016.
300 ## - PHYSICAL DESCRIPTION
Extent xiv, 210 p. ;
Dimensions 23 cm.
500 ## - GENERAL NOTE
General note Index : p. 207-210.
505 0# - FORMATTED CONTENTS NOTE
Formatted contents note Foreword / by Jeb Blout -- Introduction -- Blunt truth from the front lines : why so many sales -- As goes the leader, so goes the organization -- A sales culture without goals is a sales culture without results -- You can't effectively run a sales team when you're buried in crap -- Playing crm desk jockey does not equate to sales leadership -- You can manage, you can sell, but you can't do both at once -- A sales manager either wants to make heroes or be the hero -- Sales suffer when the manager wears the fire chief's helmet -- The trouble with one size fits all sales talent deployment is that one size -- Turning a blind eye to the perennial underperformer does more damage -- Than you realize -- Compensation and complacency start with the same four letters -- An anti-sales culture disengages the heart of the sales team -- The big ego senior executive "sales expert" often does more harm than good -- Entrepreneurial, visionary leaders forget that their people can't do what they can do -- The lack of coaching and mentoring produces ineffective salespeople -- Amateurish salespeople are perceived simply as vendors, pitchmen and commodity sellers -- Sales leaders chase shiny new toys searching for the magic bullet -- Practical help and a simple framework to get exceptional results from your sales team -- A simple framework provides clarity to the sales manager -- A healthy sales culture changes everything -- Sales managers must radically reallocate their time to create a winning -- Sales culture -- Regular 1:1 results-focused meetings between sales manager and each salesperson will transform your sales culture -- Productive sales meetings align, equip, and energize the team -- Sales managers must get out in the field with salespeople -- Talent management can make or break the sales leader -- Strategic targeting : point your team in the right direction -- The sales manager must ensure the team is armed for battle -- Sales managers must monitor the battle and be ruthless with their time -- Index.
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling.
Source of heading or term BUEsh
9 (RLIN) 11642
650 #7 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Business planning.
Source of heading or term BUEsh
9 (RLIN) 3321
653 ## - INDEX TERM--UNCONTROLLED
Resource For college BAEPS, Business Administration
Arrived date list May2016
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Dewey Decimal Classification
Holdings
Withdrawn status Item status Source of classification or shelving scheme Damaged status Not for loan Vendor Home library Current library Shelving location Date acquired Source of acquisition Cost, normal purchase price Total Checkouts Total Renewals Full call number Barcode Date last seen Date last borrowed Cost, replacement price Koha item type
    Dewey Decimal Classification     Alahram Central Library Central Library First floor 15/05/2016 Purchase 266.00 1 7 658.81 WEI 000032488 15/07/2025 11/10/2016 332.50 Book - Borrowing

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