MARC details
000 -LEADER |
fixed length control field |
01703nam a22002417a 4500 |
003 - CONTROL NUMBER IDENTIFIER |
control field |
ZW-GwMSU |
005 - DATE AND TIME OF LATEST TRANSACTION |
control field |
20210513113941.0 |
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
fixed length control field |
210513b |||||||| |||| 00| 0 eng d |
040 ## - CATALOGING SOURCE |
Original cataloging agency |
MSU |
Transcribing agency |
MSU |
Description conventions |
rda |
100 1# - MAIN ENTRY--PERSONAL NAME |
Personal name |
Lane, Nikala. |
Relator term |
author |
245 ## - TITLE STATEMENT |
Title |
Searching for strategy in sales |
Statement of responsibility, etc. |
created by Nikala Lane |
264 ## - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
Place of production, publication, distribution, manufacture |
Abingdon |
Name of producer, publisher, distributor, manufacturer |
Taylor and Francis |
Date of production, publication, distribution, manufacture, or copyright notice |
2009 |
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 |
440 ## - SERIES STATEMENT/ADDED ENTRY--TITLE |
Title |
Journal of Strategic Marketing |
Volume/sequential designation |
Volume 17, number 3 and 4 , |
520 ## - SUMMARY, ETC. |
Summary, etc. |
This issue of the journal contains seven separate contributions to the debate regarding the emergence and characteristics of the strategic sales organization. The papers published here move the strategic sales issue from the generalized prescription of a more strategic approach to sales, to more specific analyses of critical topics: the strategic realignment needed for effective organizational change; the need to capture key account performance as a basis for making strategic choices; the impact of the leaning of operations and lean enterprises spanning value chains on buyer–seller relationships; the need to locate sales ethics in an enterprise-wide ethics system that represents a company's key values and its undertakings to stakeholders; the importance of accommodating marketing/sales interface issues in the transformation process; and, focusing on the processes of strategizing the traditional sales organization for the new type of role it is expected to play. |
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name entry element |
Strategy |
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name entry element |
Realignment |
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name entry element |
Key accounts |
856 ## - ELECTRONIC LOCATION AND ACCESS |
Uniform Resource Identifier |
https://doi.org/10.1080/09652540903064639 |
942 ## - ADDED ENTRY ELEMENTS (KOHA) |
Source of classification or shelving scheme |
Library of Congress Classification |
Koha item type |
Journal Article |