MARC details
| 000 -LEADER |
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| fixed length control field |
01890nam a22002537a 4500 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
ZW-GwMSU |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20210513121425.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
210513b |||||||| |||| 00| 0 eng d |
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
MSU |
| Transcribing agency |
MSU |
| Description conventions |
rda |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Piercy, Niall. |
| Relator term |
author |
| 245 14 - TITLE STATEMENT |
|---|
| Title |
The implications of lean operations for sales strategy: from sales-force to marketing-force |
| Statement of responsibility, etc. |
created by Niall Piercy and Nick Rich |
| 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. |
Lean operating principles are based on the systems of Toyota Japan. Companies around the world, in all sectors of the economy, now embrace these approaches to improve quality, cost and productivity. Different purchasing and sourcing practices in lean organisations mean that winning sales from them requires major changes to sales strategy and practice. This process has not been fully explored. Serving lean customers, who demand complete transparency across the supplying organisation and focus on capability not cost, has proven problematic for traditional sales departments. Further, as supplying organisations themselves become lean (this transformation being a result and requirement of selling to a lean company), organisational redesign extends from operations into sales. This paper illustrates the shifts needed in sales approach and strategy in selling to, and subsequently, becoming a lean business. The role of this future-sales-force is considered in relation to its shift towards a marketing-orientated rather than sales-push strategy. |
| 650 4# - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales force |
| 650 4# - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Marketing |
| 650 4# - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Changing role |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Rich, Nick. |
| Relator term |
author |
| 856 ## - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
https://doi.org/10.1080/09652540903064738 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Library of Congress Classification |
| Koha item type |
Journal Article |