MARC details
| 000 -LEADER |
|---|
| fixed length control field |
01619nam a2200301 i 4500 |
| 001 - CONTROL NUMBER |
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| control field |
200437808 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
TR-AnTOB |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20200420121011.0 |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION |
|---|
| fixed length control field |
ta |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
200218s1970 -us 001 0 eng d |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
TR-AnTOB |
| Language of cataloging |
eng |
| Transcribing agency |
TR-AnTOB |
| Description conventions |
rda |
| 041 0# - LANGUAGE CODE |
|---|
| Language code of text/sound track or separate title |
İngilizce |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438 |
| 090 ## - LOCALLY ASSIGNED LC-TYPE CALL NUMBER (OCLC); LOCAL CALL NUMBER (RLIN) |
|---|
| Classification number (OCLC) (R) ; Classification number, CALL (RLIN) (NR) |
HF5438 |
| Local cutter number (OCLC) ; Book number/undivided call number, CALL (RLIN) |
.L4847 1973 TOBBK |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Leterman, Elmer G. |
| 9 (RLIN) |
127004 |
| Relator term |
author |
| 245 ## - TITLE STATEMENT |
|---|
| Title |
Sales and sales management / |
| Statement of responsibility, etc. |
Elmer G. Leterman. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
New York : |
| Name of producer, publisher, distributor, manufacturer |
Alexander Hamilton Institute ; |
| Date of production, publication, distribution, manufacture, or copyright notice |
1973. |
|
|---|
| Date of production, publication, distribution, manufacture, or copyright notice |
©1970 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xvi, 296 [+24] pages ; |
| Dimensions |
23 cm |
| 336 ## - CONTENT TYPE |
|---|
| Source |
rdacontent |
| Content type term |
text |
| Content type code |
txt |
| 337 ## - MEDIA TYPE |
|---|
| Source |
rdamedia |
| Media type term |
unmediated |
| Media type code |
n |
| 338 ## - CARRIER TYPE |
|---|
| Source |
rdacarrier |
| Carrier type term |
volume |
| Carrier type code |
nc |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
|
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
1. How Salesmanship Powers Our Economy -- 2. Ways of Distributing Products and Services -- 3. The Selling Process -- 4. Analyzing One's Own Company -- 5. Establishing a Sales Policy and Orginizing for Sales -- 6. Market Research and Analysis -- 7. Recruiting Salesmen -- 8. Training Salesmen -- 9. Training Salesmen (Continued) -- 10. Compensation of Sales Managers and Salesmen -- 11. The Law and Sales Management -- 12. Control of Salesmen's Time and Expenses -- 13. Establishing Controls Through Records, Reports, and Quotas -- 14. The Importance of Recognition -- 15. The Role of Sales Meetings and Conventions -- 16. Approaching the Prospect -- 17. Techniques of the Sales Presentation -- 18. Keeping a Salesforce Positively Oriented -- 19. The Future of Selling |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales management |
| 9 (RLIN) |
4617 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Library of Congress Classification |
| Koha item type |
Book |
